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ZyKerchants ^^e^rd

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July, 1920

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A 1920
DISPLAYMAN

The Displayman Is the Great

DIS-COVERER OF BUSINESS

What the fire is to the Engine
What the "juice" is to the Motor

So is the Displayman to modern business. He is the force that makes things move.
Might as well board up the w^indows if Display is to be neglected. Curiosity and
temptation — human frailties as old as Adam (and Eve) are still the strongest forces
that lead to action ! The Displayman knows this and plies his art accordingly. Clever
display arouses the desire to possess.

Remove Display from business and it
would be like switching off the lights and
putting business back a thousand years.

We Believe

THAT this Convention of Displaymen will be
the most important and successful ever held
—in RESULTS!

THAT it is a good thing for the men who are
really doing things in any business to get
together.

THAT the Displaymen of this country are
the men whQ are really doing things in
business.

THAT it is a good thing to be able to shake
hands, and exchange smiles and viewpoints,
with kindred workers.

THAT there is much to be seen and to learn
at this convention.

THAT at Booth No. 31, the Displayman will
find some things of more than usual interest
and value.

We Believe in the Barlow-Kimnet Co., and
in our Customers — one interest, mutual and
indivisible.

PffMieti

Don't Forget— Booth No. 31—1. A. D. M. Convention

Something of worth-while interest in Display for YOU

New Uptown

Exhibition Rooms

Imperial Hotel Bldg.

1244B'd'w'y at32d St.

^^Mgii<Bii!NraiSii®'

EXECUTIVE OFFICES AND SHOW ROOMS

724 BBUfeADWAir

NbwYork

Makers of Famous Mannequin Products
The Display Forms

Factories

Holyoke, Mass.

New York City, N. Y.

311431

gMe^chants Record
and Show Window

An Illustrated MontKly Journal for Merchants, Display Manag,ers and Advertising Men.

5001

Published by

^N7.°t-tr^ TGke Merchants Record Co.

lEastern Office

Publication Office

5707 West Lake Street

Chicago

SUBSCRIPTION RATES ADVERTISING RATES

In advance, postage prepaid Classified advertisements $1.00 for five lines or less, (additional

United States, Canada, Mexico and Cuba . $3.00 a Year 1'"" 15 cents each) each insertion. Payable in advance.

All Other Countries $4.00 a Year Display rates furnished on application.

|l Direct all letters and make all remittances payable to the order of The Merchants Record Co., 5707 West
iLake Street, Chicago. Payments made to other than authorized collectors will not be recognized.

MEMBER CHICAGO TRADE PRESS ASSOCIATION

OFHCIAL ORGAN OF THE INTERNATIONAL ASSOCIATION OF DISPLAY MEN

Entered January 16, 1903, at Chicago, III., as second-class matter, under Act of Congress, March 3, 1879.

VOLUME XL VII

Contents for July, 1920

The Greatest Sales Factor
Successful Jubilee Celebrations
Ornament and Decoration

By Henry Sherrod

A Few Valuable Hints on Color Value

By O. E. Wheete

Foresight the Vanguard of Success

By J. H. Richter

Displaying Nationally Advertised Products

By Alfred Pazoska

The Ability to Create . . .

By J. L. Cameron

Display Systems and Records
Notion and Novelty Windows

Number i

Pa&e

Notes from New York - . . .

By F. F. Purdy

Present Market Situation - . .

Our Monthly Contest

Our Service Department - -

How To Make Show Cards . . .

By G. Wallace Hess

1. A. D. M. Department -

I. A. D. M. Convention Competitive Program

Who's Who in the Profession

For Our Advertisers - - _ , -

Personals ......

Index to Advertisers - - . - -

29
20
24

34
36
39

44
45

45
46

48
49
54

-60

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I C oQil Compo-Board gQn ^ |

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Herewith is shown just one of thousands of ways Compo-Board may be used for window backgrounds,
cut outs, window dividers, partitions, etc. Compo-Board is the old original and genuine wood board.

Compo-Board Company

1404 LYNDAUS AVE, NORTH
MINNEAPOLIS, MINNESOTA

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Make Buyers Out of Passersby

Make your windows business builders.
Specialize in your displays of the latest styles.
Concentrate the attention of shoppers on par-
ticular groups.

Hugh Lyons fixtures will help to make your
windows more profitable — make buyers out of
passersby.

Hugh Lyons fixtures are completely described
in our catalogs which will be sent you upon
request.

Much Lyons & Company

Make Buyers Out Of passersby
Lansing - Michigan

NEW YORK SALESROOM
35W. 32nd. STREET

CHICACO SALESROOM
234 S. FRANKLIN ST.

/ satv it in the July "Merchants Record" — Page 2

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This Is an

Invitation

to all

Displaymen

in attendance

at the

I. A. D. M.

Convention

to see

the Wonderful |

Display of j

French Wax I

1
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FRENCH WAX FIGURES

Famous for their great beauty and life-like character. Not only
are the faces the most attractive and natural, but the bodies have a cer-
tain chic posing that make all garments displayed on them acquire a
very distinct style value. We are the largest and oldest exclusive
manufacturer of wax figures in America — this assures you a finished
and perfect product that can only be the result of many years of ex-
perience.

We can guarantee to give you service and delivery.

WRITE FOR OUR ART PORTFOLIO ILLUSTRAT-
ING OUR COMPLETE LINE

FRENCH WAX FIGURE CO.

14th Floor, Medinah Bldg., Chicago

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Factory, 70 W. Water St., Milwaukee, Wis. g
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/ saw it in the July "Merchants Record" — Page 3

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Better Displays Will Sell More Goods

Melco De Lux Glass Fixtures make Better Displays

It will pay you to use these new attractive Melco De Lux Glass Fixtures in
your windows. They will increase the appearance of your goods 100%.

We have a wide variety of different complete sets to fit any windows. Melco
De Lux Glass Fixtures come in a wide variety of designs with square, round or
fluted standards.

MELCO GLASS MAKES QUALITY FIXTURES

Glass fixtures, like diamonds are graded. Some are clear and pure, some are clouded
and poorly moulded. The difference between the clear and the clouded is that one make
is protected from the fire and fumes, while the other is not. Hence the difference in color.
You will find no mould mark or seams on Melco De Lux, neither will you find any dis-
colored or clouded glass. Melco De Lux is made by the new process. Do not accept
the inferior kind. Get the best for less money.

VALANCES and WINDOW RUGS

There is probably nothing that will improve the appearance of j-^^our store front so much as
valances. We can offer you a very complete assortment of artistic designs in every material and
coloring. Rugs to match for use on the window floor are very practical.

Our prices are considerably lower than the present market.

We carrv a very complete line of everything needed by the display man.
Our Period Wood Fixtures are the very latest m design. Our metal fixtures
offer you durable fixtures at low cost. We have many practical novelties that
are illustrated in our circulars and on display in our large display roomi.
TaJcing up the entire 14th floor of the Medinah Building.

Send for Our Literature Showing Complete Line

MELIUS and COWLEY

Chicago

14th Floor
Medinah Bldg.

DISTRIBUTORS FOR FRENCH WAX FIGURE CO.

See Our Big Exhibit at the Convention at the I. A. D. M. in July at Detroit

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/ satv it in the July "Merchants Record" — Page 4

The fixtures
ihown ate
on Correct
Gothic
Line*

I sa wit in the July "Merchants Record" — Page 5

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A TYPICAL BODINE-SPA NJER WINDOW SETTING

Rare Elegance and Distinctive Charm

are characteristics of all our window settings. In each one of them you will find a happy
combination of form and color that adds to the attractiveness of any merchandise shown
in the window.

If you will allow us to install the settings for your fall displays you can have the satisfac-
tion of knowing that your windows will be handled with the same artistic skill that is
employed in the best stores along State Street or Fifth Avenue. You may be certain
that the fullest selling force of your displays will be developed.

And you will find that the cost of our backgrounds is most satisfactorily small compared
to the added selling efficiency of your displays.

We will have a representative exhibition at the I. A. D. M. Convention in Detroit, but
we would prefer to show you our entire line at our Chicago studio.

If you are going to Detroit it will certainly pay you to stop off for a day in Chicago to
visit our studio. We can show you a number of complete window settings and a great
variety of decorative details that will prove wonderfully effective in your autumn
windows.

If You Can't Visit Us, Be Sure to Send for Our Catalog

DO NOT FAIL TO VISIT

OUR SHOW ROOMS AND

STUDIO WHEN IN

CHICAGO

To ijet to our sludloa, take
Larrabeo St. car, on Dear-
born St. (downtown) ; go
north, (jet off at DlTlslon
St., and walk 1 block west
to Chatham Court.

THE BODINE-SPANJER COMPANY

Designers and Manufacturers of Decorative Backgrounds
for Show Windows

1160 CHATHAM COURT

Phone Diversey 2585

CHICAGO

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/ saw it iti the July "Merchants Record" — Page 6

Bathing Scene executed by Mr. R. S. Patterson for Weiss & Goldring, Alexandria, La.

Consider these features of

-Ezy-Bilt-

— will not bend, buckle, warp or
sag.

-requires no expensive carpenter-
ing for supports.

-the most economical and handiest
window board known.

-can be used on both sides and is
easily cut with a knife.

-can be finished in many striking
efiFects at small cost.

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Ezy-Bilt Will Attract the
Public to Your Displays

The following newspaper clipping shows in-
terest shown by the public in this EZY-BILT
constructed window.

— Citizens were wondering what
the attraction could be at the
Weiss & Goldring display window
for the gentlemen. Closer inspec-
tion showed a "living" reproduc-
tion of a bathing beach with lovely
damsels sporting themselves on the
sands. This is the work of Mr.
Patterson, the window decorator.

You too can construct novel windows with
Ezy-Bilt.

It costs less than other boards and requires, no
expensive carpentering for suDDorts.

Send for a sample and folder showing a num-
ber of excellent suggestions.

I The Hunt- Crawford Company, Coshocton, Ohio |

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i *ow it in the July "Merchants Record" — Page 7

Visit the Convention

See Schack's Wonderful Fall Exhibit
Booth No. 32 and Booth No. 34

Schack's
1920

Fall Flower
Book

in colors

— be sure to
secure
your copy;
write today!

The color insert opposite this **ad" gives,
you an idea of the splendid line of new
Fall Decorations "we are offering this
season.

These decorations are the most beauti-
ful, most gorgeous, most original ever
shown, and still — Schack's decorations
cost only one-third to one-half as much
as other decorations! Our catalog will
convince you.

You should write for this Fall Catalog at once
because:

i" X, Schack's New Fall Flower Book is the largest catalog — pub-

riiSL. lished by the largest manufacturers in their line.

second' ^^ ^^ *^® °"^^ catalog that enables you to select harmonious

* and definite color combinations — Schack's original Color Key

Plate is the new feature!

t-hirrl' ^^ contains over six hundred suggestions for the displayman,

inira* hundreds of illustrations in colors, the most complete line of

baskets- and vases.

f mirth* ^* shows you how to build your own backgrounds, how to

if^Urin, decorate a float and how to save money.

flfffl* It will prove to you that Schack's decorations, made exclu-

sively of high grade paper, are superior in color effect and
decorative quality.

sixth: Schack's 1920 Fall Catalog is brim full of new ideas, and —
IT IS FREE FOR THE ASKING!

for Schacks many free publications 1

THE SCHACK ARTIFICIAL FLOWER CO. |

1739-1741 N. Milwaukee Ave. Chicago, Illinois 1

I saa' it in the July "Merchants Record" — Page S

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We're all swelled up about it —

A New Addition to the Family —

of "Superior" Fixtures, and just like any parent we are all
swelled up with pride.

We are certain every I. A. of D. M. visitor will want
to adopt this "Superior Baby."

Look for Us at the Convention

We'll be there as usual, and have the new addition with us.
Look us up, it will be well worth your while to give us a few
minutes of your time.

It is going to prove interesting to you as well as every other
visitor.

We are not going to exhibit a large variety of FIXTURES,
our new catalogue showing our full line will be obtainable to
take with you so that you can look it over at your con-
venience. DON'T FAIL TO GET ONE.

A Name for Our "Superior Baby''
A "Superior Baby" for a Name

We want you to name our "Superior Baby." Get a de-
scriptive circular at the convention then suggest a name.
If you are not going to be at the convention, write for full
details— DO IT TODAY— NOW—

Winner of the "Superior Baby" will be announced in the
August number Merchants Record & Show Window.

Superior Brass & Fixture Co.

Manufacturers & Designers
Complete Store Equipment

316-318 W. Jackson Blvd. - - Chicago, 111.

P. S. Write for our new Artificial Flower Catalogue — Today!

/ xazv it ill the July "Merchants Record" — Page p

CdNTESTCijOSES July l5iH

l^ur dkcincQ^ ta win.
is as 6ood as avav

I saw it in the July "Merchants Record" — Page tc

INSPECT ALL THE EXHIBITS

AT THE CONVENTION

This will be your big chance to make comparisons of quality of
Material, range of colorings and Beauty of Designs.

After making the above comparison, you will also discover that our
prices are much lower than our competitors.

This means you cannot afford not to give your convention order to
Baumann's.

Convince yourself once for all where you can buy the best and
cheapest.

Over 500 New Designs and Colorings for Fall 1920

THESE ARE NOW BEING SHOWN BY OUR SALES-
MEN ON THE ROAD AND IN OUR DISPLAY ROOMS.

Inspect our samples before planning your autumn displays. The designs are new and the
colorings beautiful. They show the best ideas of the foremost displaymen and artists of
America. You will find the Baumann line remarkably complete this season.

We can make up for you any special design that you may have in mind. Just send
us a sketch and the colors required. We will do the rest.

Send for Our Catalog

L. BAUMANN & CO,— Flowers

Leading Importers and Manufacturers
357-359 W. Chicago Ave., Chicago

I saw it in the July "Merchants Record" — Page il

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G/lrtistic Parisian Wax Figures |
and Forms |

PIERRE IMANS |

Sculptor and Modeler in Wax |

CHEVALIER OF THE LEGION OF HONOR I

Panama-Pacific Exposition, San Francisco, 1915, Hors Concours |

In order to obtain perfect wax figures, see that my signature is |

stamped in the wax. I

Do not buy wax figures before having consulted my catalogue. =

Illustrated Catalogue No. 24 Free

Orders received through the medium of Paris Commission House 1

Packing Guaranteed Commission ELxport

10 RUE DE CRUSSOL. PARIS, FRANCE I

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Read This Letter

Here is a letter from one of the largest chain stores in America.
Read what they say about our fixtures.

Ladies' Suits,
Skirts, Waists,
Dresses, Coats,
Furs, Milli-
nery, Shoes,
etc.

W. T. FARLEY

MEN'S AND WOMEN'S WEARING APPA-
REL
BRANCHES IN ALL PRINCIPAL CITIES

2017 MARKET STREET

Men's, Boy's
and Children's
Clothing,
Shoes, Hats,
Overcoats, etc.

Galveston, Texas, April 20, 1920.
David Sobels and Sons,
New York.
Gentlemen: We are in receipt of Dress and Waist Forms; wish
to state we find them to be up to standard in every respect; am
satisfied will be the m,eans of displaying our m,erchandise to a bet-
ter advantage than heretofore, as we think them a credit to any
window or interior display. Thanking you for your valuable in-
terest in shipping same for our approval, tve are,
Yours very truly,

W. T. FARLEY,

Per Chas. Cross, Manager.

Best Style Costume
Form, full enamel.
Mounted on No.
2-12 In. wood white
enamel base or No. 1
base (opposite). Price,
$15.00, until our output
Is taken as .T. C. Penney
Co. and Adelbert Feder
Stores are ordering for
400 stores.

Live Agents for this line
wanted. Write to Mr. J.
Sobel today.

We will also ship you our forms on approval. If you like them,
keep them. If not return them to us and we will pay express
charges both ways.

We dare to publish the names of our customere openly as we
are convinced there is not another fixture house in the country
that can equal our quality and prices. Tr>' us and be convinced.
Immediate delivery from stock.

DAVID SOBEL'S SONS

Successors to Co-Operative Display Fixture Co.

143 Grand Street

NEW YORK

Latest style, full enamel (not
half-way enamel), waist forni.
Mounted on No. 1 base, mund
wood, .white enamel, or on base
No. 2 shown opposite. Price,
$10.50. I'iace your order at once
as this style form is ordered by
the New York Waist House lo
thousand lois and our big stock
1^ being sold rapidly'.

Agents — Correspond with Mr. J.
Sobel personally before your ler-
ritory Is taken.

/ saw it in the July "^fcrchaiits Record" — Page u

If You Are a Display Man

TT OW would the Prize of a Twenty Jewel Gold Watch, or a chest of Silver
suit you?

STARTEX, the crash toweling with linen inter-woven both ways, can be used in
window displays in a way that will not only create sales, but will also reflect credit
on the designer.

2nd Prize, $105.00, 45-Piece Silver Chest

3rd Prize, $62.00, 36-Piece Silver Chest

TEN additional prizes, each a $10.00 Gold Piece

All of these prizes will be shown by the Stark Mills at their booth at the Displaymen's Conven-
tion in Detroit, on July 12th, 13th, 14th and 15th.

ENTER THE CONTEST NOW

This contest is open to stores carrying STARTEX at the time the competition was originally announced.
STARTEX is very likely handled by your linen and toweling or domestic departments, as over 4,000,000
yards have been distributed during the past year.

Conditions of the Contest

Awards will be made from photographs sent by the contestants. Each picture must be of a window placed between July 1st,
1920, and March 1st, 1921. All photographs must reach us by March 15th, 1921, and all signs or marks of identification on the
photographs must be removed or covered. Each photograph is to be signed with a fictitious name. The real name of the con-
testant is to be placed in a plain envelope, sealed, and the ficti tious name written on the outside. A description of the dis-
play must be printed or pasted on the back of each photograph submitted. Points to be considered are orderliness, effective-
ness, selling power and originality.

Put your genius to work in the STARTEX contest. The reward is well worthy of effort.

STARK MILLS, Manchester, N. H.

INTERNATIONAL COTTON MILLS
J. Spencer Turner Co., Selling Agent, 56 Worth Street, New York

/ ,nin' it ill the July "Mc'chants Record" — Page /J

QRIGINALITY is the Keynote of our
^^ decorative designs. You will find

our flowers to be pleasingly different
from those you are accustomed to see in
store windows. They are different not
only in design and color but also in
character. And the reason is — ^we do not
copy; we create.

Every product of our workroom must
be perfect to the smallest detail before it
can pass our critical inspection. By no
chance can our decorations fall short of
our high standard either in form, color
or material.

This critical inspection is your insurance that every
flower or spray you may get from us is one-hun-
dred per cent right.

Our exhibit at the I. A. D. M Con-
vention in Detroit will give you an
accurate idea of the wonderful per-
fection of this line. If you attend
this meeting you will have an oppor-
tunity to compare ours with other
decorations. A line from you will
bring our salesman if you cannot
attend the convention.

The Natural Plant Preservers Co.

233 Fifth Avenue ■:- -:- New York

North West Corner of Fifth Avenue and 27th Street

/ saw it in the July "Merchants Record" — Page 14

You can't expect
Beaver Board re-
sults unless this
trademark is on
the back of the
board you buy.

FOB. BETTER. WALL)

Genuine'-nes s

Like other good grades of building material, Beaver
Board is trade-marked so that you can always be sure
that you get the kind of window backgrounds and
displays you want and the result you expect.

Like other lumber, Beaver Board lends itself to
various grades of practical and decorative work. It
is as successful for walls, ceilings and partitions as it
is for window decorations. In each case it provides a
surface that never cracks and that lasts as long as the
building.

THE BEAVER BOARD COMPANIES

Administration Offices, Buffalo, N. Y.; Thorold, Ont., Canada;

London, Eng.

Offices in principal cities of the United States and abroad

Distributors and Dealers Everywhere

DEAVER
BOARD

I saw it in the July "Merchants Record" — Page is

ARNOLD J. ABRAMS, President
HARRY A. GREEN, Treasurer
ARTHUR J. CAPLETT, Secretary

TELEPHONE LINCOLN 4202

MODERN ARTIFICIAL FLOWER CO.

MANUFACTURERS AND IMPORTERS

ARTIFICIAL FLOWERS, DECORATIVES AND WICKERWARE
840 NORTH AVENUE

CHICAGO, ILL., July Ist, 1920

Mr. Display Man:-

We are a new firm so it is possible you may
not know us. If you don't we are both missing some-
thing.

While we are new in the business i^e have
had a lot of experience in this field. We believe we
know what you want and are going to give it to you.

You will find our designs new and remark-
ably attractive. Our quality is everything you want
it to be and you will find our prices lower than you
might expect. Our service is as nearly perfect as
careful personal supervision can make it.

We hope to get your business through deserv-
ing it.

If you will place your order for fall dec-
orations with us we believe we cen convince you that
our values and our service entitle us to a continuance
of your patronage.

Our line will be shown at the I. A. D. M.
Convention in Detroit but, if you are unable to attend
the meeting we will be glad to call upon you. When
you get our catalog remember who is behind it.

May we have an opportunity to make good our
claims?

THE MODERN ARTIFICIAL FLOWER CO.

P. S. We have just issued a new catalog showing our
Fall Line. May we send it to you? Thanks.

/ sa7v il ill ihc July "Mciclittiils Record" — Page l(>

SERIES B1151

m Modern Art Treatment for Autumn Exhibit i

m Is G/lssurance of Popular Success in Your Displays |

■ TKe keen cKaracter of our productions and the superior m

m co-operation we extend to make the showing an J

H important event is surely a valuable asset to the g

H display manager seeking capable assistance and quality H

g decorations where economy must be a factor. ^

g For assured fall delivery correspond witK us now |

g An immediate shipment can be made on tKe above illustrated beautiful back- ^

B ground setting, tKe size is 1]4 feet hi^h, 10 feet lon^; constructed of wallboard, ^

B lumber and fabric in relief. The painting is done in newest coloring in oil s ^

H Specially priced at $50.00. =

I THE MODERN ART STUDIOS

■ 431 NORTH CLARK STREET

CHICAGO ■

/ sazi' it ill the July "Merchants Record" — Page 17

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Entrance to Millinery Department in New Fur Store of John T. Shayne Co., Michigan Ave., Chicago, lU.

Intensive Merchandising

GOODS do not sell themselves — any more than crops multiply without cultivation.
Intensive merchandising — ^like intensive farming — brings much greater returns on
the same capital.

The Welch- Wilmarth Method in Merchandising is as essential to intensive merchandising
as is fertilization to intensive soil cultivation. It is based on the theory that every avail-
able square foot in the store should be devoted to the selling of goods — rather than
the storing of surplus stocks.

Its big value is the suggestive, almost irresistible, force it exerts in showing your goods
so attractively that attention leaps up to desire, while the customer is in the store — in
your store. It's the psychology — the vital part — of selling.

What do you estimate is the biggest asset of your store — right now? Your service?
Your stock? Your advertising? Your location Your store front? They all contribute
to your success.

Take your advertising: It helps — but are you getting all out of it that you could? In
the broad sense of the word, advertising means trying to attract the attention of the
customer. Our window display is advertising — and you appreciate its value.

Yet — many a merchant today is paying good money for excellent advertising space for
which he secures no advantage whatever. The money is his store rental. The adver-
tising space is his store interior. And Welch- Wilmarth Service utilizes it to the ulti-
mate end.

The Welch- Wilmarth Companies

Grand Rapids, Mich., U. S. A.

Chicago
Pittsburgh

BRANCH OFFICES:

Boston

New York

St. Louis

Minneapolis

Philadelphia
Salt Lake City

/ saw it in the July "Merchants Record" — Page i9-

MERCHANTS RECORD
and SHOW WINDOW

VOLUME XL VII
NUMBER I

JULY, 1920

Sinfele Copies
Xhirty-five Cents

The Gveate^ Selling FactOT-

In the general progress of retail merchandising methods "the evolution of the show
window" is of greatest importance — Displays indicate character of store-
Producers of these ^reat selling factors to meet in convention at Detroit —
It is the duty of every progressive merchant to send his display

WITH the development of American mer-
chandising practices came methods of
systematic store service affecting every
department of the retail store, but none of the de-
vices, methods of store or department organization
has, in the evolution of merchandising, been so pro-
nounced in the development of sales as the show
windows. As a mere place jn which merchandise
was wont to be placed in rather indefinite con-
glomerations the show window of today has become
a veritable stage on and in which rare creations of
artistry and beauty are daily presented. And it is
in this window that the public look for suggestions
and it is through the artistic and compelling dis-
plays that sales are made.

The real importance of the show window as a
selling factor is best judged from the rentals
charged against it by merchants throughout the
country; the actual force as a selling agent is most
eloquently attested through the percentage of total
store sales attributed to it. Frequently do mer-
chants estimate window sales, or sales influenced
by displays in show windows, at better than 60%,
and many merchants have no. hesitancy in crediting
75 and 80 per cent of total business to the influ-
ence of good displays.

This great selling factor functions with such great
success because of the energetic, creative brain be-
hind it and that determining force is the display
manager, perhaps, the most important member of
the storet)rganization insofar as sales are concerned.

It is imagination of this man, plus his ingenuity,
and developed selling sense, combined with his
knowledge of art, that presents these compelling
displays that have come to be the introduction to
the store itself, and today, one cannot deny that

the success of a store may be accurately measured by
the character of its show windows.

The purpose of this brief article is not to outline
the functioning of the successful window display
or to in detail present the respective steps through
which the display man and his display in the win-
dow proceed. It is primarily written with the
purpose of arousing the merchants interest in an
organization of tremendous importance and value
to every retail store in this and other countries.
The International Association of Display Men is
the Association to which we refer, and this great
body of display artists is vitally concerned with
every store problem.

The organization, which, in a brief span of
years, has accomplished great results will meet in
convention at The Arcadia, Detroit, July 12, 13, 14
and 15, at which time a most pretentious educa-
tional program will be presented. Plans will be
made for a continuance of the great work already
accomplished, and artists of international fame will
demonstrate and outline through lectures how the
show window and merchandise displays can be of
even greater force in creatings sales. The failure
to send the display manager to the I. A. D. M.
convention stamps that merchant who refuses as
unprogressive and uninformed as to the advantages
to be gained through progressive modern window
display. In refusing to assist in the development of
the display man and his business as might be ef-
fected through better displays he is selfishly with-
holding educational advantages from one who has
a right to them, and neglecting his patriotic duty in
failing to do his share toward the development of
business methods as affecting national progress in
general and the development of the community of
which he forms a part.

Copyright, 1920, hy the 'Merchants Record Co., Chicago — Permission is necessary for r&mntin^ lon^ extracts or reproducing en&ravin^s; hut editors are welcome to
use not more than one-third of any article provided credit is &iven at heiinnin^ or ai end, thus — "From the Merchants Record und Show Window, Chicago."

Successful Juhilee Celehradons

Special store events becoming more popular— Sales inducements
and elaborate decorative schemes prominent factors on such
occasions— Recent Jubilee celebrations present pretentious pro-
grams and many unique features.

l3I^=>GO^Q

■"""' """"

JUBILEES and other store events of special
significance have been frequent and elaborate
during the past several months and the tend-
ency to observe them is also marked with the gen-
eral decision to stage these features in a big way.
Among the special store features of great im-
portance during the past year was the golden jubilee
of the L. H. Field Company, Jackson, Michigan.

Beauty and distinction unequaled in previous
events marked the L. H. Field event, and through-
out the great store lavish display brought forth
most enthusiastic praise and commendation. Stand-
ing out prominently midst all the beauty of the
entire store were the show windows designed and
decorated by Victor Carson, display manager for
the L. H. Field Company.

In the window just east of the main entrance a
home scene of fifty years ago was represented.
Everything was in keeping, the old figured carpet,
the wall decorations and hangings and the old-
fashioned pictures and silhouettes.

At one side of the room was an old-fashioned set-
tee, the back of which was protected by a crocheted
tidy. An old flax wheel stood in one corner while
another corner was adorned with an old hassock
with a handmade top done in cross stitching. A
red beaded shoe, once considered an artistic decora-
tion, hung on the wall and on the table was an
ancient red spread, a glass lamp and a book. A
little child's chair is also placed in the room.

The picture was completed by two figures, that
of an old man and an old woman, which were so
lifelike that one could almost see them move and
breathe. To the most minute detail the figures,
which are of national renown, were perfect.

The woman held a Jackson Daily Citizen of
fifty years ago and the man read an old almanac.
He held a pipe in his hands and, man fashion, has
spilled the ashes on the table. Within easy reach
was a box of old sulphur matches which had been
preserved in their original state for more than fifty
years. The man's feet were clad in carpet slippers

Jubilee EhspLAY by Victor Carson for L. H. Field Company, Jackson, Mich.

Interior Jubilee Decorations by Victor Carson for L. H. Field Company, Jackson, Mich.

and the costumes of both were evidence of the fact
that the old couple were resting after the day's
work.

In the west window was the second old-fashioned
display. Two women were in the room dressed in
hoop skirts and wearing quaint bonnets and hats.
One figure was dressed in black satin and watered
silk and her headdress was poke bonnet. The
other gown was of linen, elaborately embroidered
and fashioned with fringe. Milady's toilet was com-
pleted with an old-fashioned straw hat and some
very old pieces of jewelry.

This room was representative of an old parlor
with the mantel adorned with a china dog, an odd
blue dish and two tintypes. The charred remains

of a fire were seen in the fireplace from which brass
andirons protruded. On either side of the fire-
place were tall candlesticks and on one the snuffers
were hanging. On one side of the hearth stood the
copper tea kettle and the toasting fork rested against
the wall- Across one quaint old chair an exquisite-
black lace cape was thrown and at the foot of the
marble-topped walnut table stood a photographicon
or album, something which only the most wealthy
could afiford. At one side of the table was a sew-
ing bird, at one time used to hold the housewife's
sewing in place.

Contrasting with the pictures of times of fifty
years ago, were beautiful artistic displays of mer-
chandise and wearing apparel of the present time.

Jubilee Display by Victor Carson for L. H. Field Company, Jackson, Mich.

Jubilee Display by Eugene Cowgill for Baltimore Clothing House, Inc., La Fayette, Ind.

The floors and show windows were inlaid with
mahogany and maple and the floor coverings were
formed by rich golden rugs. In each section was
a hand painted tapestry picturing girls and styles of
olden time. Below the tapestry were trousseau
chests at either end of which stood a tall handsome-
ly designed screen. The trousseau chests and
screens were hand painted and beautiful examples
of modern art, each one done in a different design.
Silk hangings in gold with deep velour bands com-

pleting the attractive decoration of the front win-
dows while exquisite hand painted bird screen done
in gold and blending shades formed the background
for another set of windows. Rare creations in mil-
linery, gowns and furs were shown on wax figures
and equalled in beauty and artistic handling display
creations ever previously presented.

Throughout the entire store the decorative motif
was carried out in gold with large festoons, and
wreaths of golden leaves formed an effective interior

Interior of Baltimore Clothing House, Inc., La Fayette, Ind.

Display by Eugene Cowgill

Another Interior View of the Baltimore Clothing House, Inc., La Fayette, Ind. Display by Eugene Cowgill

decoration for the main floor. These wreaths were
centered with golden placques on which was in
raised letters, the words "Our Fiftieth Year."
Chrysanthemums arranged in tall wicker baskets,
the gift of the store executives and business as-
sociates of the city, adorned the entrance and show
cases in the front section of the store, while smaller
bouquets of yellow blossoms graced the ledges and
office desks.

On the second floor autumn leaves and red holly
berries were used, and in the corset and underwear
department was an old China doll, the dress of
which was a dark blue flowered material, homespun
delaine, and fashioned with a fitted bodice and full
skirt. The quaint doll buggy was of wood with a
leather top and fashioned much like the old
fashioned phaeton.

An elaborate program was presented in conjunc-
tion with the observances of the Golden Jubilee of
The Baltimore Clothing House, La Fayette, Indi-
ana. The event was opened with impressive cere-
monies on the morning of May 18 and continued
through the week. The Jubilee was generally de-
clared the most impressive store celebration ever

held in the city and the elaborate arrangements
were made far in advance in order to assure perfec-
tion of details and to present to. the public a history
making event.

On the opening day business was conducted as
usual until noon, when employees, guests and execu-
tives took part in a program of unusual entertain-
ment features. The store was beautiful in its
decorations with flowers and foliage forming the
principal items of embellishment. Hundreds of
floral pieces, gifts of admiring business associates
and friends were everywhere to be seen.

The show windows were of unusual beauty and
the display manager, Eugene C. Cowgill, properly
reflected the interior appointments with most artis-
tic window creations.

A significant fact brought out on this occasion
is that during the fifty years of the Baltimore Cloth-
ing House it has occupied the same building, and
has been under the continuous management of Levi
and Julius Oppenheimer. To-day the Baltimore
Clothing House enjoys the proud distinction of be-
ing the leading merchandising institution of its kind
in the community it serves.

Ornament and Decoration

Rules and fundamentals as taken from the studies of the various
periods of architecture and design and valuable to the display
man in truthful interpretation of art as applied to window

and store decorations^.

□ I^sOQ^^Q

By Henry Sherrod

WITH a keen realization of the display man's in-
terest in ornament and decorations I am offer-
ing the following rules with the knowledge
that if they are received in the same spirit as they are
given, will prove of much interest and educational
value. They are not original but culled from a study
of the Egyptian, the Assyrian, Persian, Byzantine,
Roman, Greek and other nations or times that have
given us so much of the worthwhile things in art.

The art of decoration arises from and is properly attendant
upon architecture Architecture and Art are the material
expression of the needs, the faculties and feelings of the age
in which they are created. Style is the peculiar form that
expression takes under the effect of climate and materials
at hand. We should attempt always to construct the best
display possible under existing conditions.

As in architecture, so all works of decorative arts should
possess fitness, proportion, harmony, the result as a whole
will give repose.

True beauty, and that is what we are striving for, results
from that repose which the mind feels when the eye, the
mind and the affections are satisfied from the absence of
any want.

"That which is beautiful is true; that which is true must
be beautiful."

In building your displaj- remember that construction
should be decorated. Decoration should never be purposely
constructed. Every object or piece of merchandise must
mean something.

"FORM"
from the other in gradual vibrations. There should be no

Beauty of form is produced by lines growing out one
unnatural growths, nothing could be removed and leave the
whole equally good or better.

The general forms being first cared for, these should be
subdivided and ornamented by general lines ; the spaces
may then be filled in with ornaments which may again be
subdivided and enriched for closer inspection.

All forms should be based upon geometrical construction.

PROPORTION OR BALANCE
As in every perfect work of architecture a true proportion
will be found to reign between all the members which com-
pose it, so throughout your decoration and display every
assemblage of forms should be arranged in certain definite
proportions; the whole and every particular member or
group should be a multiple, of some simple unit.

Those proportions are the most beautiful which are most
difficult for the eye to detect. Thus the proportion of a double
square or four to eight, are less beautiful than the more
subtle ratio of five to eight — three to six less than three to
seven, three to nine less than three to eight, three to four
less than three to five.

Disi>L.\v i!v HtNRv Sherrou for Stew.\rt Dry Goods Co., Louisville, Ky.

Display by Henry Sherrod for Stewart Dry Goods Company, Louisville, Kentucky, Featuring Tapestry Background

LINES

Harmony of form consists in proper balancing and con-
trast of straight, incline and curve lines.

In surface decorations — all lines should flow out of a
parent stem. Every ornament, however distant, should
be traced to its root and branch. This is an oriental prac-
tice.

All joinings of curved lines with curved or of curved
lines with straight should be tangical to each other — this is
nature's law ; the orients work in accordance with it.

COLOR

Color is used to assist in the development of form and to
distinguish objects or parts of objects one from another.

Color is used to assist light and shade, helping the undu-
lations or vibration of forms by the proper distribution of
colors.

This result is best obtained by the use of the primary
colors on small surfaces and in small quantities, balanced
and supported by the secondary or tertiary colors on the
larger masses.

The primary colors should be used on the upper portions
of objects, the secondary and tertiary on the lower.

The primaries of equal intensities will harmonize or
neutralize each other in the proportions of three yellow, five
red and eight blue, integrally known as sixteen.

The secondaries in the proportions of eight orange, thir-
teen purple, eleven green, integrally known as thirty-two.

The tertiaries, citrine nineteen (orange and green), russet
twenty-one (orange and purple), olive twenty-four (green and
purple), integrally known as sixty-four.

It follows that each secondary being a compound of two
primaries is neutralized by the remaining primary in the
same proportion, eight of orange by eight of blue, eleven of
green by five of red, thirteen of purple by three of yellow.

Each tertiary being a binary compound of two secondaries
is neutralized by the remaining secondary as twenty-four of
olive by eight of orange, twenty-one of russet by eleven of
green, nineteen of citrine by thirteen of purple.

The above supposes the colors to be used iu their primi-
tive intensities, but each color has a variety of tones when
black.

When a full color is contrasted with another of lower
tone the volume of the latter must be in proportion.

Each color has a variety of hues, obtained by mixing
with other colors; in addition to white, grey or black, we
yellow on the other; of red, scarlet-red and crimson-red and
yellow on the other, of red, scarlet-red and crimson-red and
of each variety of tone and shade.

When a primary tinged with another primary is con-
trasted with a secondary, the secondary must have a hue
of the third primary.

In using the primary colors on moulded surface, we
should use blue which retires on the concave surface,
yellow which advance* on the convex, and red the inter-
mediate color on the under side separating the colors by
white on the vertical planes.

No composition can be perfect in which any one of
the three primary colors is wanting, either in its natural
state or in combinations.

When two tones of the same color are placed together,
the light appear lighter and the dark darker.

When two different colors are placed together, they
receive a double modification, first as to their tone, the
light appearing lighter and the dark darker, secondly as
to their hue, each will become tinged with the comple-
mentary color of the other.

Colors should never be allowed to impinge on each
other.

When ornaments on a color are on a ground of a con-
trasting color, the ornament should be separated from the
ground by an edging of lighter color. Example, red on
green edged with white.

When ornaments on a color are on a gold ground,
the ornaments should be separated from the ground by
an edging of a darker color.

Gold ornaments on any ground should be outlined
with black.

Ornaments of any color may be separated from ground-
color by edgings of white, gold or black.

Ornaments in any color or in gold may be used on
white or black grounds without outline or edging.

The above principles discoverable in the works of the
past belong to us, not so the results. We must apply
them to our own problems rather than copy them slavishly,
for in copying we lose all individuality.

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A Few Valuahle Hints on Color Value h S

Color and color harmony of greatest importance in success- " *

fuX display work — Beauty of color should evidence itself in
all displays in which materials of color are presented — Some
helpful suggestions in selection and use of colors.

By O. E. Wheete

IT is quite possible that displays featuring milli-
nery offer more decorative suggestions than
any other line of merchandise. If there is that
keen appreciation of colors, exquisitely blended, the
better lines of women's hats may be most artisti-
cally and beautifully presented. The soft sheen of
rich satins, the mellow tones of fine silks, the bril-
liant hues of fine flowers, combined, afford the op-
portunity of making the millinery display one of
great appeal and a thing of rare beauty.

If it were the general good fortune of all dis-
play men to have a correct appreciation of the value

of handling and combining colors, there would, I
am sure, be greater pleasure in arranging merchan-
dise, and more satisfaction in creating special set-
tings for it. In order to appreciate color in its
various applications it is first necessary to have a
thorough knowledge of the first principles of color
and color harmony. Harmony of colors, does not
mean a pleasing combination of similar colors, which
is nothing more or less than tones in some shade,
tint or hue of basic colors. Color and color harmony
is a big subject; it is an interesting one and abso-
lutely necessary for the successful display man.

Artistic and Unique Display by O. E. Wheete for Haliburton-Abbott Co., Tulsa, Okla.

Plate No. 1090— Display by F. B. Waldo, Assisted by E. Kennedy, C. F. Hovey Co., Boston, Mass.

"An Old Fashioned Garden of Hats," is the sulbject of this display
and the window is centered by a figure representing the period of 1860.
Mr. Waldo, the display manager, has draped this figure with silk,
ribbon and lace in an old-fashioned gown. Yellow changeable taJEeta
forms the hoop skirt that has a deep ruffle of lace at the bottom, headed
with clusters of flowers. The bodice is very quaint, of Dresden silk

and old rose velvet ribbon. The hat is of the taffeta with streamers
over the shoulders. Two huge old-fashioned bouquets grace either side
of the window, and the garden bench, watering pot and cut flowers
add to the realism of the garden walks, rearing their heads from tall
stands like prize blossoms are the summery hats. A copy of the song,
"An Old Fashioned Garden," has been carelessly dropped on the grass.

In selecting millinery, or in fact, any other line
of merchandise for display great care should be
exercised in the selection of colors. Colors of
similar strength should be chosen. A light red
demands a light blue ; a dark yellow, a dark brown,
etc. Contrasting as well as similar merchandise of
color may be employed in the same display provid-
ing it is of the same strength.

It is not advisable to use millinery which repre-
sents too sharp a contrast — for example; a dark
blue hat would not look good with one of pale yel-
low. Color balance is equally as important as the
arrangement of the setting and merchandise.

An item of millinery which may look "irrisistibly
attractive'' in the department may be a cause for
keen disappointment when placed on display in the
show window. It is necessary to exercise great care
in selection of material for display and avoid the use
of items unless they are sure to match the general
tone of the entire display, or in some distinct way
be related in color and style to the other hats.

Frequently at night the electric lights will create
an "odd' hat in the display, the effect of artificial
light upon certain colors often resulting in an en-
tirely different color tone than that which exists in
daylight. To avoid this, select merchandise of the
color tones that will appear equally beautiful under
natural and artificial light. The foregoing sug-
gestion cannot, of course, be stringently carried out
during "sale times," but should prove of value in
placing displays earlier in the season.

Remember that a few hats well displayed are far
more valuable as a sales tonic, than a display which
may be carded "Hats for Every Occasion." Usually
the hat which would look good with a smart suit
would look entirely out of place with one which
would look smart with a party frock. Displays of
one color often prove to be attractive providing the
general make-up of the millinery is not too varied —
for instance — three extremely large hats and one
small one. Gloves, bags, and a bit of jewelry usual-
ly add strength to the beauty of millinery displays.

Foresight {he Vanguard of Success

Amor% the requirements of successful display artist is foresight —

Necessary in successful planning and desirable at all times —The

many methods in its application^ — No room for the temperamental

display artist or the display artist with a temper.

Bv J. H. Richter

FORESIGHT is the tentacle we extend into the
future; the vanguard preparing the way for
us, and preparing us for the way. The degree
and character of foresight we display stand as the
measure of our ability to meet conditions before
they arise."

The foregoing is quoted from an advertisement
of N. W. Ayer & Son, Philadelphia, and the logic
of it is bound to impress. To me it appealed most
forcibly and gave rise to the thought that among
the many requirements of a successful display man,
foresight was one of much importance. Without
foresight, without that necessary planning ahead
a display man's work is made extremely difficult,
and often results in failure. The man who waits
until the time just previous to the actual making
of the display for outlining plans is seriously handi-
capped and invariably the results of this unsys-

tematic method manifest themselves in poorly de-
signed and constructed displays. On the other hand
should the work be planned as far in advance as
possible, with that element of "foresight" the re-
sults obtained will prove well worth the effort.

Often an inspiration comes while the display
man is in the act of constructing a setting, but that
may be too late for incorporation in the present
plans. Should that idea or suggestion have pre-
sented itself earlier, the result might have been a
much more beautiful and compelling display.
.Should the proper planning have been done at the
right time it is quite probable that all the valuable
suggestions would have presented themselves when
offering opportunities for applications.

The gathering of ideas from magazines, busi-
ness papers, theatrical productions, moving pictures,
etc., and the other fellow's work, is foresight with

]:)isPLAY BY 0. B. SrRiECER FOR G. M. McKelvey, Youngstown, Ohio

"My Hat's in the Ring " Display by E. D. Parr for the Palace Clothing Co., Topeka, Kans,

which one is preparing himself to meet any prob-
lems and all requirements in display work. No man
is so far advanced in his profession that he cannot
to some extent profit from the work and ideas of
other men, and any man's work will be better if the
weak points be found and remedied in the pre-
liminary planning. It is much better that errors be
discovered in the early plans.

The constant presence of foresight will always
prove beneficial, and in no place is it more resultful
than in everyday business dealings with co-workers.
A display man will learn to reconsider before un-
jvtdiciously going "ofif the handle" when a buyer or
department head makes a criticism or unusual re-
quest; he will consider because foresight will
tell him that some day he may desire the good will
of that buyer or department head, and that good
will is worth much when needed most.

The opportunities of the display man of today
are indeed great and those of the future will be even
more alluring. His chances for advancement out-
strip those of his fellow employes, and his im-
portance as a store necessity and business power is
becoming more evident. Not only in the produc-
ing of good displays, for that is expected, but in
evidencing a live and growing interest in his store
organization by actual demonstration of ability and
willingness to do more than is expected of him, the
display man is demonstrating his power and influ-
ence in the merchandising world.

Modern merchandising has no room for the
artistic temperament or temper of the display man
of old. A man can be artistic and at the same time
be possessed of good business sense. The man who
has, and uses this business sense will realize there
are times when he will be compelled to sacrifice a
great part of the artistic efifect in a display in order
to make that display bring business to the store.

Especially in the past few months has this been
demonstrated, for merchandise has been moving at
a slower pace than heretofore ; "sale" displays have
become the most important part of a display man's
work. The manner in which a display man handles
sale displays, is more often the making of a real
display manager, than an artistic effect on his part.
A display man must get some of the enthusiasm of
the buyer for a line of "sale" merchandise, and he
must bring every effort to bear on making the "sale"
a success. Then he will find his firm more ready to
recognize him as a valuable executive, and it will
be easier for him to get an appropriation for a
special decorative display or opening if he has
demonstrated his executive ability to recognize the
value of "sale" displays at their proper time.

A great many display men have a tremendous
amount of enthusiasm during the planning or mak-
ing of an opening display, but between seasons this
enthusiasm lags. A successful display manager will
have foresight enough to keep that enthusiasm up
the year around.

(31

.^~~\'^^ir

2?.

Displaying Isfationally Advertised Products

Extensive advertising campaigns launched by manufacturers of na-
tionally advertised products provide for elaborate educational pro-
grams through the medium of window display — How one ^reat
organization is accomplishing results.

By Alfred Pazoska

THE value of the show window as a powerful
selling factor has impressed itself indelibly
on the directing forces of many of the
country's greatest distributing agencies featuring na-
tionally advertised products. A number of the
larger organizations have, during the recent months,
opened and are maintaining great display depart-
ment most extensively equipped with all the neces-
sary adjuncts for successful display work.

Those organizations that have not as yet in-
stalled an individual display department have,
nevertheless, seen the light and derive the advan-
tages and benefits of good displays through the good
fortune of having secured the spare time services of
some display artist.

Shown in connection with this article are two il-
lustrations presenting quite clearly the treatment of
two displays recently arranged for a Chicago store
of Runkel Brothers. The result of the well-planned
advertising campaign of this big organization will
be strongly evidenced in the promotion of the sale
of "Runkels All Purpose Cocoa." The force of the
sales promotion will be provided through a country-
wide educational campaign through the show
window.

For years the quality of Runkel products was
supreme and dominated the cocoa market. The
method of manufacture and care method of handl-
ing goods, insured consistent and constant produc-
tion of the quality product. The slogan "The Best
Cocoa for the Money" is the aim of this well known
and progressive concern.

There were, to be sure, many brands of cocoa on
the market, and it was a question if all the house-
wives knew of the quality product of Runkel. Did
she know the value of its superior flavor? Did she
know of the delicious cakes, frozen deserts, and best
of all, of the Runkel cocoa cooler? Here were many
worth-while bits of information that every user of
cocoa should have. She must have them, but, how
can they most forcefully be presented? It Avas de-
cided by directors of the Runkel organization that
the show window could best and most compellingly
exploit the qualities of their cocoa products. Hence,
the inaugurating of the great campaign through the
window.

Window displays are, and should be, the best
busines-getters, and are especially suited for educa-
tional purposes. Immediately effective advertising

4liniU1IIIHIIIII

iiiiiiiiiiiiiiiiniiiiiiiiimiiiiiiMiMiiiiiiitiiiiiiiiiiiiiiiiit

Display of Cocoa Products by Alfred Pazoska for Runkel Bros. Chicago

Another Akeangement of Cocoa Products by Alfred Pazoska for Runkel Bros., Chicago

iiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiriililiiiii

through this medium is just getting under way,
with the purpose of showing many new features and
simple ways how cocoa may be used for drinking,
baking and cooking, and how a recipe can be im-
proved.

The most serious handicaps which all chocolate
and cocoa plants have to overcome are heat and
humidity. These must be eliminated or overcome
so as to produce the consistent grain of quality.
Many plants, even today, are compelled to close
down during the hot and muggy summer days, due
to these conditions. Consequently goods in the
original packings cannot always be used for win-
dow-displays and should rather be avoided. But
there is no money for the retailer in handling un-
advertised goods when his window space is avail-
able and "dummy cans" on hand in large quantities.
A display is easily installed and can be made quite
attractive by proper color combination (floor and
background) and the units pleasingly grouped, and
will capture the interest of the possible customer on
the sidewalk.

Similar displays have been and are still in use
by leading manufacturers mainly to "push" a cer-
tain brand or the name of the manufacturer. But
"dummy displays" which do not actually represent
the goods, do not arouse the desire to make the
consumer WANT the product unless he knows
pretty well that he is buying a down-right fine piece
of merchandise.

To feature cocoa requires careful study from
every angle. It is one of the most nutritious and
healthful products on the market and universally
used in every home. It is not only a beverage, but
it's for baking and cooking too. There are over
100 dififerent ways of preparing new and delightful
dishes, generally unknown to the consuming public.
They demand and are worth a great deal of atten-
tion. Here is where the successful display man
can prove his ability for educational and business-
getting window displays.

Advertising simply means to make known. The
consistent effort for instructive window display of
Runkel products is having one mighty good result —
it is building up an excellent demand.

The oAhility to Create

Originality is a rare virtue, yet study and practice of

principles of decorative art may make the production

of the new and unique features comparatively easy —

How H. J. Fossette overcame difficult and annoying

window problem.

By J. L. Cameron

SUCCESSFUL window displays create a lasting
impression and unless the display be forceful
enough to imprint itself in the memories of those
that view it, then it has failed insofar as it did not
accomplish one of the potent essentials of a good dis-
play. Successful window displays present several
points or elements, the perfection of which when used
in collaboration determine the perfect showing. One
of these elements playing a most important role is that
of originality.

Originality as applied and found in the art of win-
dow display does not necessarily mean that the idea as
presented in the general window setting must be used
for the first time, but it is the versatility of the display
man that is able to handle a subject in such a manner
that it immediately strikes as novel, new, unique. In
these days, originality most frequently refers to the
treatment of the subject and not the subject in itself.

Display men may be classified in two divisions:
Those who are original and have the ability to create
and develop, and those who depend on the genius and
ability of the first-class. The latter class could, very
often, with the proper application and study of the
principles governing ornament and decoration de-
velop to an amazing degree the ability to conceive
and mold creations, original at least in treatment
or application.

Listed among the most expert and widely known
artists of the display profession are many who attribute
their position of today to the results following the early
attempts and consequent practice along the lines of
creation. Contrary to the too oft expressed view,
originality in display work as well as in other profes-
sions and crafts may be acquired through proper
study and constant endeavor.

One of the most fertile sources of idea may be found

Display by J. L. Cameron, Des Moines, Ia. Adaptation of Merchants Record and Show Window Cover Design

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[ Artistic Suggestion for Window Background by H. H. Seay. Walke r D, G. Company^ Charleston, W. Va.

in the business papers devoted to the display man's
profession and fashion reviews. In the former, prac-
tical suggestions for background, panel, screen and
merchandising effects are continuously being presented.
The photographs showing display creations of the
country's greatest display artists are of inestimable
value, and in the treatment of the various settings new
ideas and suggestions are most readily afforded. A
little study followed by the application of whatever
ability for ingenuity the display man has will fre-
quently produce something original and effective.

Composition board, rightfully termed by many, "the
display man's best friend," affords an indispensable
window utility from which creations unlimited in style
and number may be created. The use of this material
is general and no display man would be without it in
his department or workshop.

While there are hundreds of stores maintaining per-
manent backgrounds of mahogany, walnut and other
hardwoods, and frequently mirrors, there is always
that emergency or quick change to consider. Compo-
sition board, for change, is the desired utility and its
qualities which allow practically any style or character
of finish make it all the more valuable.

Frequently changes in window backgrovmds are
made necessary through the annoying problems some-
times attributable to lighting reflections, and this re-

minds me of an interesting problem experienced by
H. J. Fossette, display manager for the Culture Shop,
Memphis, Tenn. Mr. Fossette had more than 300 feet
of display space, but the effect of beautiful combina-
tions was invariably lost through bad reflections. Par-
ticularly was this true of the windows in which men's
clothing was displayed. After much time had been
devoted by Mr. Fossette to the study of the "shadow
box" windows, he decided the remedy was not
to be found through the installation of this
style. The display man is a staunch believer in
decorating the show window in such a manner that
they are not the so-called heavy displays, yet not light
— just a happy medium.

Mr. Fossette, after due study called in a carpenter
and set him to work. Two French windows and a
French door were made, using a composition board
material. This was given a natural mahogany finish
and installed in the proper location in the background.
After the plate glass had been replaced a large curtain
of white shirred silk was arranged behind each door
and window. The floor, in parquet effect, was raised
five inches and finished in golden oak. Pedestals of
mahogany to match the background were placed, and
brass hinges and knobs were affixed to the doors. The
ingenuity of this display man reduced the reflections
more than seventy-five per cent.

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23.

Display Systems and Records |

A few system ahd record sheets as employed hy leading display ^
artists— Triplicate merchandise requisition sheet originated hy W. ^^
A. McCormich—G. L. McClellan's record df show cards and si^ns —
Impressions hy T. Guy Duey.

Q^^sOBO:^lB

SINCE the Window Display Department has be-
come one of the greatest factors in the success
of progressive retail stores the various methods and
systems employed in the different display departments
should be of considerable interest to display men and
merchants alike. This month is outlined briefly the
system employed by T. Guy Duey, display manager
for Wurzburg's Dry Goods Company, Grand Rapids,
Michigan.

Application For

WINDOW DISPLAY

Dept-

_Dept. Mgr._

When wanted

_How long_

Kind o( merchandise to be displayed.

|( advertised, mention dale of advertisement.

All applications for windows must be in Display Office before 4 P. M.
on Wednesday o( the previous week.

WURZBURG DRY GOODS CO.

Much has been written concerning the value of
display and of the systems of this particular depart-
ment, but new ideas are constantly being applied
which result in a more convenient system as well as
increasing the general efficiency. In many stores the
merchandising of the windows is handled through the
merchandising department, while others are regu-
lated by the advertising branch of the store organiza-
tion, and there are those stores in which the mer-
chandising of show windows is left entirely to the
discretion of the Display Manager.

THB (. JOBNiOH CO.

Date Ordered _.

Dale Warned

DESCBimoN

All Si^ Printed iii LANDSCAPE Unloa Ordered" PANEL.

Allow ONE DAY for Regular Signs.

Alio* ALL TIME POSSIBLE for Sale Signs:

Get New Signs for Dirty Ones.

Lave This Order On File at Card Writer's Desk.

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No. 8. 9. 10. U. 12.
13. 14, IS

Card Record Sheet Used by G. L, McClellan,

HOLDREDGE, NeBR.

It is the last named system which is employed at
Wurzburg's under the direction of Mr. Duey and the
artistic and original display creations of this master
of decoration has made for himself and his store a

Weckol

.. 19 ._.

DISPLAY NO.

REMARKS

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Window No. 1.

Window No. 2.

Seclion No. 1.

Section No. 2.

Section No. 1.

Window No. 4.

Diiplay Manager il (o «firc in chart the Dcpanmcnl uiin||ipace and goodi ditplaycd.
alio dam ihott'n \\'rttf Ycf or No to tndicalc whether ditplay «a» a
II diipls)' wai not a tuccru wnic rea»on in rcmarki column

Window Display Record Used by G. L. McClellan

ri>d;scn s«.

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Display Record Sheet Employed by W. A. McCoemack, Boston Store, Chicago

national reputation of highest merit. In commenting
on Display Department Systems Mr. Duey urgently
favors the system whereby the merchandising of win-
dows is the province of the display manager, and
states that when handled properly by an highly effi-
cient display man, the system will prove the most suc-
cessful from a point of productiveness — by sales,
through harmony of the merchandise shown on dis-
play, and in gaining unlimited general advertising.
Commenting on this subject Mr. Duey says:
"A display man, in order to handle his windows
with the greatest amount of efficiency must have a
thorough knowledge of merchandise, together with a
complete understanding of the general and peculiar
conditions existing in the many departments of the
store. He should know the weak as well as the pros-
perous departments and be able to assist greatly in
overcoming the difficulties and build up the weaker

ones while at the same time maintaining the pros-
perity of the other more successful sections."

Reproduced here, with other record sheets,
is the requisition blank prepared by Mr. Duey
and used by all department managers at the
Wurzburg store when requesting window space.
On Thursday of each week the schedule is made out
for the following week and all requisitions must be in
Mr. Duey's office before 4 o'clock on each Wednesday
afternoon. Applications are considered from every
viewpoint and complete layouts of the displays for the
following week are prepared and decided upon.
Points considered in making up the schedule of dis-
plays are seasonableness, selling value, special store
and departmental events, general prestige and char-
acter, nature of merchandise, the pulling power to
interest customers in the merchandise and store in
general. All windows are changed during the morn-
ing hours.

ISfotion and Islovelty V/indows

displays in notion and novelty store windows keep pace
with other lines in the general development of the pro-
fession— Beautiful effects produced hy skillful display art-
ists vie with windows of rich creations of ready-to-wear —
Backgrounds play important part in success.

B^soao^^a

THE evolution, which in its process has trans-
formed the show window from a mere place
in which merchandise was wont to be tossed
in one indefinite mass, to a veritable stage on and
in which is daily depicted elaborate and beautiful
creations, was extensive in its influence, and played
no favorites in its varied stages of development.
Contrary to the belief of some merchants, the beauti-
ful and artistic in window displays are not confined
to those displays featuring the higher priced mer-
chandise, but today are necessary adjuncts to every
successful display, whether it be a presentation of
imported silks. Kolinsky furs, or a simple window
in which are shown j'arns, kitchen utensils, etc.

In these days of modern merchandising methods,
when every department and individual of the store's
organization is functioning on high speed in order
to meet the general demands of business competi-
tion, the show window as a selling factor is receiv-
mg more attention than in earlier days- — its potent
influence has finally become recognized and today
it stands equal with the advertising department as
a means of producing sales. Indeed, many mer-
chants testify that it has become the store's best
selling force. Regardless of the counter claims from
the advertising department it cannot be denied that
the show window, when properly decorated, has
many advantages over other forms of advertising.

Stationf.ry Display by Ellsworth H. Bates kok C. W. Klemm Company. Bhh)mington, III.

Novelty Kodak Display by Ernest Wilson for Messrs. Kodak, Ltd., London, England,

The advantages of a window display of beautifully
draped fabrics, or a complete showing of attractive
upholstered furniture are no greater than those to
be attained through an attractive and perfect display
of merchandise of diliferent character — such as ma-
terials carried by the average variety stores.

The arrangement of merchandise in a ready-to-
wear or men's clothing window will, to be sure, be
quite different from that placed in the variety store
window, but the fundamental principles governing
the general subject "display" will remain un-
changed. The setting must conform to rules by
which the merchandise will be most appropriately
chosen and exhibited ; the color combinations and
contrasts must not violate the accepted principles
of good color harmony; the balance of display must
always be evident, and the selling points of the
merchandise must be ever fulfilling their mission
toward creating the fourth step in the process of
sales creation.

How a Successful Display Functions

The successful display, functioning in its ca-
pacity as a selling force accomplishes the following
results: First, it attracts the attention of the passer-
by to the merchandise on display in the store win-
dow ; second, it arouses an interest in the merchan-
dise ; third, it creates the desire to possess ; and,
fourth, the will to have. Every display, perfect in
construction and arrangement, has this power over
the open mind of the shopping public, and such an
instrumentality for sales, may be properly con-
sidered the most formidably equipped salesman of
the stores selling force. True, every perfect display

will not immediately produce the above mentioned
effects, the mood and needs of the prospect having
much to do in this respect ; however, the impression
of a well executed display will firmly manifest itself
in the minds of those who witnessed it, and at some
future date when particular needs are brought to
attention, the impression of the effective display
which featured those items of our present needs will
be brought vividly to mind.

Background of Prime Importance
In the designing and installation of every display
the background comes first to attention, and regard-
less of the possible variance of opinion as to the
general statement "the background is the founda-
tion of all window display," the fact cannot be cir-
cumvented that the background, if not of the great-
est consideration, is, at least, of equal importance
with any other item in the construction of good dis-
plays.

The subject of backgrounds, then, we will grant
of pertinent interest, and offer a few suggestions
for a profitable and attractive treatment of it.

There is no doubt that permanent backgrounds
of mahogany Circassian walnut, mirrors, etc., have,
among merchants and display men, hosts of sup-
porters, and this great enthusiasm for the permanent
backs i.5 not without substantial reasons, since the
attributes of readiness and economy are ever im-
pressing themselves in the mind of the store keeper.
However, regardless of the essentials and desirable
qualities incorporated in the permanent back-
grounds, it is natural for the American public to

Lingerie Display by T. Guy Duey for Wurzburg's Dry Goods Co., Grand Rapids., Mich.

crave the unusual, or at least, something out of the
ordinary, and this desire in window treatment has
been satisfied to a great extent in the increasing
utilization of temporary backgrounds for merchan-
dise displays.

Composition board affords the most practical and
versatile material for temporary backgrounds panels
and screens, and the beautiful and practicable ef-
fects to be produced with this window accessory are
without number. Today, practically every mer-
chant or display man has a quantity of this material
on hand, if not for general use in the windows, for
emergencies that are bound to frequently present
themselves. As a general piece of window equip-
ment composition board has no superior; nor has an

equally desired substitute been found for special
work or emergencies. The versatility and sub-
stantial qualities of this window utility has caused
the board to be generally termed "the display man's
most efficient assistant."

While the uses of this material are so great in
number and style that justice could not be done in
any brief treatment of the subject, a few of the
practical uses are given here.

The halftone illustrations shown in conjunction
with this article present excellent examples of what
may be readily accomplished in a decorative way
with composition board with the addition of a few
decorative features for the purpose of embellish-
ments.

emotes from c7{'ew Yorlc

Wanamaher's price-slashing still topic of ^veat discussion- — Labor not down to business —

Charles Vosbur^ ^oes to New Yorlc as director of display department at Macy's — New

Yorlc display managers to attend I. A. D. M. Convention at Detroit — Displays of much

beauty feature month of June— Other notes of interest.

By F. F. Purdy

AT this writing, business at Wanamaker's is
going on at a slower pace, and may be said
to be quite a fair bit above normal, with the
20 per cent discount still in force, although the old
policy may be resorted to by the time this reaches
the reader's eye. Criticism in abundance has been
leveled at the idea, with intimations of need of turn-
ing the stock into cash, of investigation by the De-
partment of Justice being anticipated, of the high
prices that must generally rule if 20 per cent could
be dropped, and many other sage observations. At
the same time, everyone must admit that John
Wanamaker pulled over the greatest sale, probably
in American history, with a record movement of
gods. Of course, the puplic interest could not keep
up indefinitely, and the sale is materially less. The
success of the enterprise is proven, it is pointed
out, by several other important department stores
throughout the country following suit, and similar
events, with many things in common, being staged
in Selfridge's and Harrod's, in London.

The Wanamaker body blow for lower prices
dazed the merchandising world momentarily. It
took New York several days to recover, and in
that time J. W. had the crowd coming too tre-
mendously to be drawn off immediately, but other
stores within ten days or a fortnight had some
highly successful affairs under way. Stories of
Omaha came to New York — how two stores there
had arranged to start 20 per cent reduction sales,
which were announced in Sunday papers, finding
which, the greatest house in town immediately put
on news of one of its own in the movies the same
day, plastering the store windows with announce-
ments of a discount of 30 per cent, which packed
the place and practically precipitated a riot.

A new thought was speedily injected into the
minds of merchandisers. The forcing of goods on
the market did not produce one more pair of shoes
or curtains, or any more hats, or gloves, or rugs, or
anything else. A few weak spots were found, but
by far the great bulk of merchandise is in short
supply, with demands by consumers strong, if not

as rampant as formerly. Meantime department
store financiers have "put the lid on," while manu-
facturers and wholesalers in most lines quite com-
placently wait until the necessities of buyers bring
them into the market, and activity is looked forward
to in the "immediate" buying for the fall season.
All agree that the general trend is toward lower
levels, but in a great proportion of merchandise, not
during 1920. The trouble has been, and is, that labor
is not "down to business" for a normal production
as of yore, and it may take some little time to get
the workers to anywhere near old standards of
efficiency.

With all merchandising difficulties, the old ef-
fort for excellence is put into the windows, and
there has been no let-down whatever in the char-
acter of the displays. There are rumors that must
be taken as making for progress, or intended as
such, dealing with a change to take place in July.
It involves the retirement of Mr. Malet as display
manager at Macy's, and the taking of this post by
Mr. Vosburg, the display manager of James Mc-
Creery & Co., Pittsburgh. This appears to be the
present program. The reasons for it are known
by the Macy management. They do not reflect
an iota upon Mr. Malet, whose work has been un-
stintedly praised by display managers here, some
of whom go so far as to say that it has not been
excelled in five years at that store. Mr. Malet's
plans are not yet announced — whether he will re-
main at Macy's or remove to other fields. He is a
competent, efficient and artistic display man, and no
doubt has good and appreciated work ahead of him.

Mr. Beyer, at McCreery's local store, maintains
his fine standards. A recent window worth noting
was one featuring infants' wear. The caenstone
backfround was in place, with a wide high arch in
center, and small oval window at each side. In cen-
ter arch was a hugh stork looking through at the
countryside, and holding the infant in a georgette
crepe bag, lying there in nature's own garb. The
stork evidently intends to put it on the scale at
hand, to properly test its weight. The drapery at

Display by O. M. Weisman for Geo. M. Wilsox Co., Pittsburgh, Pexn'^vlvania

arch and windows is pink georgette, and pink rugs
cover the floor. In fact, the color scheme is
pink and cream. At left is a fine cream ivory crib
all ready for "his majesty, the baby," with blankets,
etc. At right is a lilliputian wardrobe, with drawers
at one side and hangers at the other, with all kinds
of infants' accessories at hand — a very effective
window of the kind. The center of a more recent
trio of windows had a color scheme of cerise and
silver, with flooring of blocks of alternating cerise
and silver, all sparkling with metal glitter. The
merchandise shown was silk, some long drapes
hanging from a round drapery fixture suspended
from center, with a parrot perched from a rod in
center of fixture. This is perhaps the first sus-
pended drapery fixture we have seen, for they are
usually standing on floor.

The big corner window at Wanamaker's during
a recent week was given over to a fine cretonne dis-
play. A broad sweep of cretonne over a wide bar
draped from a far corner toward the diagonal near
corner. There were two huge vases well disposed
on black tabourettes, the blue vases matching the
hue of the cretonne pattern and the floor covering,
while in the background a scene in blue was framed
in a large blue oval frame. A floor lamp with blue
shade completed this striking and effective window.

All signs point to a good representation of New
Yorkers at the Detroit Convention, headed by dean
Frankenthal, who will give a preliminary drape,
demonstration and explanation, and also act as one
of the judges of the drapes to follow in the competi-
tion. Mr. Beyer, of McCreery's, leaves New York
the 10th, and takes most of his vacation time after
the convention, suggesting that some of the Eastern
delegates get together on the return, making it
together, possibly through Canada; he was invited
to participate in the demonstrations, etc., but he
prefers to leave it all to the expertness of the dean.
Mr. Weisgerber, of Lord & Taylor's, will also be

there, nor will he be beguiled into demonstrations;
he and Beyer are among the newer men here who
have made good in full measure. Mr. Munn, of
Franklin Simon & Co., wall be on hand, as last year.
Mr. Elders, of Saks & Co., will leave the 8th and
stop oft a couple of days at Bufifalo, taking boat
to Detroit. Prize winner Johnson, of the Hol-
thausen store, Union Hill, who distinguished him-
self last year, Avill go West again. Doubtless there
will be still other pilgrims to the automobile city
from New York.

The trade here is always glad to hear from W. F.
Brink, formerly display manager for Saks, and now
in the same line at San Francisco. He says, in a
recent letter to his successor, Mr. Elders : "I am on
a two weeks' vacation in the Sierra mountains. We
are on our way from Lake Tahoe to the Yosemite.
The trees here at Calaveras are the biggest in the
world. Am making the trip with friends in a Peer-
less 8. Some trip I will say."

Mr. Hopkins, of Gimbel's, is getting to be some
executive. Beingnow in charge of the painters and
carpenters, as well as of the display men, as noted
in our last, he now has 22 painters who have been
at work for some time, and have considerable to do
yet in a thorough renovation of the place. Mr.
Hopkins has long been in intimate connection with
the policies and administration of the house, and
rumor hath it that he is going still higher, which
will be another illustration of the advanced oppor-
tunities for the broad gauge display manager. Mr.
Schmidt, display manager for Arnold, Constable &
Co., by the way, is now buying one or two of the
smaller stocks of the house.

Last month the graduation exercises of the .Mt-
man continuation school were held in the store
auditorium, president Michael Friedsam, of B. Alt-
man & Co., awarding the honors and diplomas.
This is a great aflfair of the establishment, and is
made much of. This school is operated in conjunc-

Unit Display by L. Robert Rehm for Wolf & Dessauer, Fort Wayne, Ind.

tion with the Board of Eudation, and there were 84
graduates, all from the boys and girls of the store,
who thus continue their education, although at
work. The Altman decorative staff spent a good
deal of time for a fortnight before the affair in
staging the various events, which included some
ten tableaux with Uncle Sam's daughters in vari-
ous scenes and poses, and putting on a sketch en-
titled "Music hath charms," the scene being a room
in a boys' dormitory, all the characters being boys.
A collation was served at conclusion and dancing
followed. Vacation are starting in here, with Mr.
Ireland, the "Mayor of Mamaroneck," going June
26, dean Frankenthal for the Convention, and Mr.
Ellis after his return.

A. I. Namm & Son have laid the cornerstone for
their large new addition, the ceremony being in
charge of their association of employees, and even
the laying of the cornerstone being formally per-

formed by one of the buyers. The chairman of the
employees' committee has full membership on the
governing board and an equal vote with other mem-
bers. The employees' committee consists of one
each from the basement and seven floors, the de-
livery division and mechanical division. Five ad-
ditional members are elected from the buyers, as-
sistant buyers and department heads. The commit-
tee then elects its own chairman, who represents it
on the governing board. The committee choses its
other officers, appoints its sub-committees for con-
sidering store problems, and adopts constitution and
by-laws for the transaction of business. With the
provision for adequate employee representation in
council it is not to be wondered at that the Namm
workers are enthusiasts in the service. There is
no better example of it than Charles De Vausney,
display manager, who, we have no doubt plans
for the progress in his work in his sleep.

Display by G. E. Wheete for Vandever, Tulsa, Oklahom a. Featuring Application of Beach Cloth in Background

AND Floor Covering

Golf Display by Haery W. Tobey, Greenfield's, Wichita, Kansas

A unique window in the neighboring store of
Loeser's was a stationery display featuring Egyp-
tian motifs. Four large pillars were in the back-
ground, equidistant, chiffon in blue and green being
draped between the pillars. Some of the chiffon
was painted in scenes in which the by-stander
looked off into the desert and saw the sphinx and
pyramids in the dim distance. There were painted
placques and stationery boxes, the latter orna-
mented with Egyptian scenes. Huge fan-shaped
leaves akin to those with which the big eunuchs
fan of the Cleopatras spread out from their place in
a great vase. The leopard skins on the floor added
to the harmonious effect. Six sets of stationery rolls
were shown, finely displayed. The scene was en-
hanced by the blue lighting effect. This was but
one of many windows in which the bride and her
accessories were featured during June, 1920, when
an aggregate number of weddings were solemnized

that placed the month in the front rank in mar-
riages. The following week half of the entire
Loeser front, of which the foregoing window is a
part of this half, was devoted to an exhibit in
which the setting was entirely orange, one window
being devoted to hats, another to sweaters and shirt
waists, and a third to French underwear. The gen-
eral trend of windows here shows that Mr. Waldron
came back strong after his illness, as his displays
are right up to his best traditions. He has a staff
of able assistants, which has just been re-enforced
by the addition of John Chalmers, for nine years
previously with Loeser's, but coming from Abra-
ham & Strauss.

Richard Dougherty, display manager for the
Metropolitan district for the Lerner Waist Co.,
who have a number of natty shops hereabouts and
through the country, staged a style exhibit last
month for the United Waist League at its head-
quarters, 29 East 32d street.

Golf Display by Geo. B. Scott, The Metropolitan, Dayton, Ohio

Unique and Artistic Setting Designed by Allen H. Kagey, Mandel Bros,, Chicago

Chicago Equipment Men Meet

AT a meeting held at the City Club, and featured
by enthusiasm and determination to give all
possible assistance in making the 23rd Annual Con-
vention of the I. A. D. M. the greatest success in
the history of the Association, the Chicago Display
Equipment Manufacturers' Association, completed
plans for attendance at the big Detroit meeting.
The Chicago exhibitors, under the direction of Sid
Kling will make the journey to the Auto City in
three special cars, leaving Chicago on the night of
Friday, July 9. Practically every member of the
Chicago Display Equipment Manufacturers' As-
sociation will have exhibit space in the Exposition
Hall.

At this meeting the following officers were
elected for the ensuing year: President, Joseph
Schack, Schack Artificial Flower Company ; Vice-
President, T. A. Bird, Merchants Record Company ;
Secretary, Irving L. Bradford, Irving L. Bradford
Company; Treasurer, Sidney Kling, Wallbrunn,
Kling & Company.

Ahlroth to Direct National Department

CARL W. AHLROTH, known throughout the
land as one of the greatest display artists of
all time has resigned his post at the Union Clothing
Company, Columbus, Ohio, and has been chosen to

direct a new display department for the National
Association of Retail Clothiers. Mr. Ahlroth was
selected for this important post after a most thor-
ough investigation of the display ranks, and will
have under his direction a great department enlist-
ing the services of several artists. His office is lo-
cated in the Brooks Building, Chicago, from whence
he will direct the work which will be distributed to
practically every city in this country.

Mr. Ahlroth will be present at the 23rd Annual
Convention of the I. A. D. M., to be held at Detroit,
July 12-15, and has designated his intention to par-
ticipate in the competitive demonstrations. He is
an enthusiastic supporter of the I. A. D. M. and has
many times been honored with important offices.
Mr. Ahlroth also has the distinction of having won
more prizes in competition than any other display
man. Numbered in his collection of trophies are
several medals and cups, prizes in Merchants
Record and Show Window competitions.

/'T^ W. Bohlender, Dayton, Ohio, is plaintiff in
-'L • an action to recover $750, amount claimed he
suffered through the deprivation of his show win-
dows following an automobile accident which de-
stroyed the big plate fronts.

cMe^rchants Record
and Show Window

An Illustrated Monthly Journal for Merchants,
Display Managers and Advertising Men

====== COMBINING =^==^=:^=

"Harmon's Journal of Window Dressing" - - Established 1893

"The Show Window" Established 1897

"The Window Trimmer and Retail Merchants

Advertiser" ..... Established 1903

"Merchant and Decorator" .... Established 1905

Published on the Fifth of Every Month hy

Tke Merchants Record Company

J. F. Nickerson, President and Manager.

Edw. H. Fox, Vice Pres. and Adv. Mfer.

James W. Foley, Editor T. A. Bird, M^r. Service Dept.

5707 "West Lake Street - - CKica^o, Illinois

Telephones, Austin 1303 - 1304

EASTERN OFFICE: Suite 5001 Wool-worth Building, New York City

Telephone 7363 Barclay

OFHCIAL ORGAN

International Association of Display Men
Kansas Association of Display Men

••In transmitting photographs see that full postage is prepaid,
otherwise they may go astray. Descriptive matter should NOT be
enclosed with photographs unless full first-class postage is paid. Mark
photographs for identification only, and send description in separate
letter.

••Contributors of photographs should obtain duplicate prints if
desired for their own use, as photographs entered in contest cannot be
returned,

••When ordering change of address, subscribers should give both
OLD AND NEW ADDRESSES to insure proper recording on our
mailing list.

**Copy for advertisements should be in the publisher's hands not
later than 20th' of preceding month to insure position in current number.

* Copyrighted, by the Merchants Record Company

July. 1920

The Present Market Situation

THE following statement and news as concern-
ing the present and future market conditions
will no doubt be of interest and value. The views
as published here are those of F. S. Cunningham,
director of the great wholesale and retail institu-
tions of Butler Brothers.

Through some misunderstanding the report has been pub-
lished in newspapers over the country that Butler Brothers
look for a general decline in prices in the near future and a
speedy return to the pre-war level.

The report is incorrect and totally misrepresents our view.
I am glad therefore to be able to state my own opinion in re-
spect to prices.

Speaking broadly, commodity prices will not be lower be-
fore the spring of 1921, even if then. Not a few goods will
be higher this fall than they are now. For more than six
month every wholesaler has been contracting for his fall
supplies at advanced costs. In many cases these goods could
be replaced today, if at all, only at still higher prices.

In certain lines, notably silks, prices had become inflated

beyond reason. Reduced quotations in such lines are not
symptomatic of the market as a whole.

In order to think clearly one must discriminate between
seasonable and staple merchandise. The cut-price sales now
running over the country are confined mainly to spring ready-
to-wear and kindred goods. As in every year when the com-
ing of warm weather is late, retailers began cutting prices in
May to avoid carrying the goods over.

On staple merchandise there is only one legitimate reason
why any retail merchant should sharply reduce his prices and
that is the need of liquidation, even at a loss, in order to meet
bank obligations. The store which, without such compelling
reason, can now afford to make deep cuts in its prices on
staple goods, by that very fact makes public confession that
it has been charging an illegitimate profit for its wares.

Commodity prices in general are artificially high. They
must come down. The sooner they come down the better for
everyone. But nothing is gained by ignoring the plain fact
that wholesale prices (and retail prices) depend on the cost
of production. Until that comes down, talk about a lower
level of prices is vain.

The factors which will make for lower prices are undoubt-
edly gaining in momentum. The factors which make for
higher prices are losing in momentum. But the latter are
still in the ascendant, and no one can say when the price-
lowering factors will become dominant.

With higher prices for foodstuffs in sight for this fall,
wages can not come down. There is an absolute shortage of
the more important raw materials. The tie-up in rail and
water shipping is depriving many mills of the materials they
need to keep at work. It is a certainty that in most lines
production still lags behind demand.

We are in intimate and first-hand touch with all markets
and it is our best judgment that the general level of com-
modity prices will rise somewhat before it starts on the in-
evitable decline.

One sign of returning health is that in the last sixty days
we note a greatly increased demand for the less expensive
grades of merchandise — dependable quality goods at moderate
prices — and a relative falling off in the demand for the higher-
priced, "fancy" grades which have been in such feverish de-
mand for several seasons. We gather from this, and from
what many customers have told us, that the mind of the
buying public is changing. The average person seems to be
returning to the habit of seeking a good article at a fair
price rather than accepting the more expensive thing without
question.

There is no doubt that one fruitful cause of high prices
has been this very preference of the public for merchandise
whose cost lay largely in trim and finish rather than in those
qualities which make for service and good taste. As always,
supply has followed demand. Makers and retailers have con-
centrated on the "fancy" ends of their respective lines at the
expense of the more moderate-priced goods which are nor-
mally in greatest demand. Advances in "fancy" grades of
merchandise have been very much more marked than on the
medium-priced grades, on which competition is always keen.

In many retail stores the public has not been given a fair
chance to buy moderate-priced merchandise. Either such
goods have not been stocked or they have been kept in the
background. This has served to give the public the idea that
all goods have advanced equally, which is not the case.

We think the policy of denying people the chance to buy
medium-priced goods has been short-sighted. It certainly is
wrong now when the public is again asking the price before
it makes the purchase.

We are advising our customers to bring to the show places
in their stores the moderate-priced goods which they now have
in stock, and to make such goods prominent in their advertis-

ing and show windows as they have not t)een made prominent
in several years. We know that even in this day of high-
priced merchandise it is possible for the trade to buy goods
of dependable quality at moderate prices, for the very good
reason that now, as always, we specialize in just such mer-
chandise.

Our business has never been so good as in recent months.
The gain in sales of our five houses for the first four months
of the year was 52 per cent over the same months of 1919.
Our sales for the first three weeks of May show no slack-
ening in demand.

So long as everyone who wants to work has a job at good
wages, retail trade can not be but good. We advise our cus-
tomers to keep their heads. If overstocked on seasonable
goods or those of "fancy" grades they will do well, as always,
to liquidate — at a loss if necessary.

In staple merchandise, we distinctly recommend that prices
be figured on the bases of aictual value without respect to
what individual overstocked or hysterical competitors may do.

Our Monthly Contest

MERCHANTS RECORD AND Show Window award&
a beautifully engrossed Diploma of Award each
month for the best photographs submitted. Any dis-
play man is eligible to enter photographs in this com-
petition. Awards for 1920 have been made as follows :

Ellsworth H. Bates, Bloomin^ton. III.

W. C. Grams, Denver, Colorado

F. B. Waldo, Boston, Mass.

J. H. Roy, Quebec, Canada

William H. Richardson, Sidney, Australia

F. A. Peachey, Retina, SasTc.

Note: It should be understood that prize win
ning pictures are not published the same month in
which the prize is awarded. This would be imprac-
ticable, owing to the fact that the displays would sel-
dom be seasonable. For example, the prize winning
photograph for December would probably be of some
holiday display, as practically all of the photographs
received during December are of that class. The
winner would be announced in the January issue.
This would be too late to print a holiday display, as
the ideas contained in it could not be made use of
for nearly a year. We therefore hold prize winning
pictures until they are seasonable.

A Booh of Egyptian Art

THE Display Manager's Handbook of Decora-
tion," by Leslie Stuart Janes, is now ready
for distribution and it is especially urged that dis-
play managers desiring a copy forward orders at
once, as only a limited edition of this great work
is to be placed on sale. The new book featuring
the Egyptian series of design and ornament is the
finest work of its kind ever produced and will be
found of inestimable value in display and interior
decorating departments.

It is a beautifully illustrated production com-
prising sixteen 9"xl2" plates and twelve pages of
detailed text. In addition is a hand made color

chart presenting thirty colors and combinations true
to the Egyptian coloring tendencies of the ancient
period. This chart, made by Paul Honore, artist of
world-wide fame, is alone worth many times the
price of the book. The chart, plates, on loose-leaf
enamelled paper, and text are enclosed in beauti-
ful Castilian leatherette portfolio cover.

See this book at Merchants Record and Show
Window^ booth (45) at the I. A. D. M. Convention,
Detroit, July 12-15. All orders should be directed
to Book Department, Merchants Record Company,
5707 W. Lake street, Chicago. Special edition price,
$5.00 a copy.

Our Service Department

WITH the view of assisting our readers we will
be pleased to furnish information as to fix-
tures, decorations and all kinds of store equipment.
The following list of subjects is printed as a
help in asking for information. Check the subjects
in which you are interested and send us the form.
We will see that you receive catalogs and all avail-
able data.
Service Department,

Merchants Record Co.:

Please send us any information you may have cover-
ing the subjects checked on the following list:

Store fronts Metal Display Fixtures....

Outside Show Cases Wax Figures

Show Cases Papier Mache Forms

Clothing Cabinets Electric Signs

Elevators Store Lighting

Store Seating Window Lighting

Lace Racks Show Case Lighting

Rug Racks Color Matching Lamps

Curtain Racks Papier Mache Decorations.

Backgrounds, Ornamental.. Artificial Flowers

Backgrounds, Hardwood... Card Writer's Supplies

Cash Carriers Valances

Cash Registers Soda Fountains

Delivery Wagons Store Ladders

Delivery Trucks Air Brushes

Metal Furniture Wax Figure Repairs

Shelving Floors for Show Windows.

Wood Display Fixtures....

Write in names of subjects not listed.

We expect to build (.

Date

Name

Address

.) Remodel ( )

Dimensions of Store.

Cut out and mai4 to Service Department, Merchants
Record Co., 5707 W. Lake St., Chicago.

"^i.V*"*'-!i;iiJ},V

0^t!^-^'...fe}..4^t^iJ."".""'J»JW '■

^(«w^t^Mt^{^««(^^(ca^^^^(«'^^^a('.a«llaii,^c^i({(q^^yi^f/?ff^<^^gjj<>c^j^^

How to Make Show Cards

Practical instructions covering the fundamental
■principles of the department store card writer's
work with suggestions from experienced show
card men as to the best methods and tools to use.

□r=><s=aa

Conducted hy G. Wallace Hess

This department is a regular feature of Merchants Record and Show Window. All of our readers are invited to suhmit as moTry
questions as they like. Inquiries received prior to the twentieth of each month will be answered in the followi7i& issue.

LAST month I commented on the fact that the
average cardwriter should try his hand at
sign painting.
This month I want to lay stress on the fact that
the average free hand cardvi^riter after he attains a
creditable amount of skill should practice a certain
amount of mechanical lettering — that is, lettering
carefully drawn with pencil and carefully inked in.

This means the use of a few good tools. Tools
that should be bought with care and discretion and
from a dealer who is trustworthy.

In the windows of certain merchants scattered
over Chicago whose well known sign is three golden
balls, I was impressed with the number of sets of
drawing instruments of a certain make.

In shopping in the maker's store one day I asked

iiK^i^ai

Thrle Types of Initiai, Panels, by G. Wall.\ce Hess, Chicago.

Excellent Example of Show Card Work by Homer H. Seay, Walker D. G. Co., Charleston, W. Va.

my salesman, a friend of twenty years standing,
the cause for same. He replied, "We are making
instruments here, and naturally we have a lot to
learn. We preferred to sell these sets to pawn-
brokers rather than over our counter as seconds. I
wish our name wasn't on them, though." Don't
buy instruments in sets. In the August or Sep-
tember number I will go into the subject of me-
chanical lettering in detail and explain why it pays,
and why there is a special field for this class of
work.

In commenting on little hints and helps in im-
proving pen lettering, I overlooked one little item
I use to advantage on the so-called speed ball pens.

You know the penholder of the ejector type?
That is, the one with the sliding sleeve which, when
pulled back lets the pen go with a fly. Either rub-
ber or cork sleeve, former preferred. The cylinder
in the end of penholder, where the pen rests, is split
in center. Have you an old worn out brass edge
ruler? Pull the strip of brass out, cut off a piece
with old shears or cutting pliers about two inches

long. This brass is usually a strong eight inch wide.
Taper one end to a point so end will be about a
scant sixteenth inch wide — cut from each side of
brass so point will be centered. Bend brass to an
eyebrow curve. Slip in slit in center of particular
holder referred to. Insert pen in holder. Adjust
brass so it rests lightly against under side of pen
and about one-eighth inch back from end of pen.
This makes a dandy ink reservoir — better than any
made in the U. S. Where small ball pens are used
with fluid ink it is the one best bet to prevent a
treacherous heavy stroke. Try it.

Would you like to learn water color painting?
One of the simplest and best pamphlets I've ever
seen on the subject, with studies in colors, at the
profiteering price of ten cents with perhaps, two
cents, or maybe only one for postage, is on the
counters here.

Types of initial panels are shown here. Others
more simple and easily drawn will be shown next
month.

The initial panel hand colored is one of the pret-
tiest decoration there is for sign card.

■inimiMiiiiiuinnuiiiiiuiiiiiiiiiiniraiiiniiiiiiunuiniiiiiinginaiimiiininfliiiiiiiuumimunnniiuminm

International CAssociation

First Vice-President

L. F. DiTTMAR, Rike-Kumler
Co., Dayton, Ohio.

Second Vice President

Beet Cultus, Rhodes Bros.,
Tacjma, Wash.

Third Vice President

James R. Trewhella, Jersey
City, N. J.

Treasurer

L. A. Rogers, John D. Mabley,
Detroit, Mich.

display Men

President— E. Dudley Pierce, Sibley, Linsay & Curr Co.,
Rochester, N. Y.
Secretary —T. Guy Duey, Wurzburg's D. G. Co., Grand Rapids,
Michigan.

An Educational
and Business Organization

Executive Committee

B. W. Christophel, Chairman,
Frank & Seder, Pittsburgh, Pa.

Program Committee
Chas. F. Wendel, Chairman,
J. L. Hudson Co., Detroit, Mich.

Publicity Committee
James W. Foley, Chairman,
5707 W. Lake St., Chicago, 111.

Educational Committee

A. E. Hurst, Chairman, 231 W.

39tb St., New York City.

Memhershiv Committee

Samuel R. Weiss, Chairman,

Chicago, Illinois.

SiiDiiiiniiiiimiiniiiiiiiiniiiniiuiiimunimnunniiuiiniiiniiiuinniiiniiifluuiniiniiiiHiniiiiniiioiioiiiomniiiiiiniuiiuiw^^

A Word of Appreciation

W[TH a deep appreciation of the co-operation of
officers and committee executives I take this
opportunity to make known my thanks for the assist-
ance accorded me during the two years which I had
the great honor and pleasure of serving as president of
our great association, the International Association of
Display Men. It is with unusual pride that I review
the growth of the I. A. D. M. during the past two
years, during which period the development of the
organization has been far greater than during a similar
period in its history. It is my sincerest wish that its
progress continues and to this end I pledge whatever
assistance it is within my power to give.

The I. A. D. M. today is recognized as an educa-
tional organization of tremendous power. It repre-
sents a profession giving to the great retail merchan-
dising world its greatest selling force. The I. A. D. M.,
as an organization now takes equal rank in purpose and
importance with the other great associations of inter-
national importance.

Another I. A. D. M. year is about to be ushered in.
New officers are to be elected, and it is in this vital
task of selection that great judgment should be exer-
cised. Only the best qualified and biggest men in the
display profession should be considered in the choos-
ing of officers, and it is my earnest request that the
right man will be chosen in Detroit to guide the
I. A. D. M. during the term of 1920-1921.

In extending my appreciation of service rendered by
officers and executives, and assistance so freely given
by members, I wish especially to compliment T. Guy
Duey, our secretary, for the remarkable conduct of his
office, and to congratulate James W. Foley, editor of
Merchants' Record and Show Window, who, as chair-
man of the I. A. D. M. publicity committee has secured
for the association and 23rd annual convention, pub-
licity of inestimable value.

Again oflfering my sincere thanks for the great aid
of the officers and the many courtesies of the rank and
file of the association, and assuring all of my keen

appreciation of the confidence reposed by honoring me
with two terms as president, I am,

Yours for I. A. D. M. success,

E. DUDLEY PIERCE,
President I. A. D. M.

The Program Committee Chairman

THE stage is set for the greatest convention in
the history of the I. A. D. M., and the certain
success which is bound to mark the 23rd annual
meeting, in Detroit, July 12-15, will be in most
part due to the remarkable work of Charles F.
Wendel, display manager for the J. L. Hudson
Company, Detroit, and chairman of the 1920 I. A.

Charles F. Wendel

D. M. Program Committee. The wisdom of Presi-
dent Pierce in selecting Mr. Wendel for the all-
important task of staging the 1920 convention mani-
fested itself at the outset. The Detroit man's
executive ability and well known reputation for
doing things in a big way fitted him most capably
for the staging of the 1920 events.

Dimiiiiiiiiiiiiiiiiiniiii

Competitive ^vo^vam Features

IN this department of the June Merchants
Record and Show Window was published the
program of educational and social features to be
presented at the 23rd Annual Convention of the
I. A. D. M., to be held at the Arcadia, Detroit, July
12-15. The program as published, and as stated at
the time, did not contain the list of display men
entered in the big Competitive Demonstration
classes. The lists have since been completed and
a special program covering this new feature of
I. A. D. M. meetings is printed below. A glance at
the names of those to participate in the eleven
demonstration classes will be enough to insure
every display man of the calibre of the demonstra-
tion features. Several of the country's leading
artists are scheduled for competitive tests and these
numbers alone should prove of inestimable value.

Remember, there will be several special demon-
strations in addition to those of the competitive
classes, and listed among the former will be such
experts of national fame as Herman Frankenthal,
display manager for B. Altman & Co., New York,
often referred to as "the dean of the profession,"
and originator and designer of a number of fashion
drapes and display fixtures. Homer H. Seay, of
Walker Dry Goods Company, Charleston, W. Va.,
an artist of rare ability. Mr. Seay is one of the
most versatile display artists in the country, and
will offer some unusual stunts with composition
board cut-outs.

Arthur V. Fraser, display manager for Marshall
Field & Company, Chicago, has a prominent place
on the program and his address on "The Evolution
of the Display Man" will be of great interest and
value. Mr. Fraser is recognized generally as the
greatest display artist of all time, and the show
windows of Marshall Field & Company are known
for their beauty throughout the world. Paul
Honore, a nationally famous artist will provide a
demonstration and lecture on "Color Harmony and
Its Value." Other artists of national importance
who will grace the program with special demonstra-
tions and addresses include : A. L. Powell, Il-
luminating Engineer, Edison Lamp Company, Har-i
rison, N. J. ; J. B. Mills, Sales Manager, J. L. Hud-
son Company, Detroit; L. E. Weisgerber, that great
artist in charge of the display department of Lord
& Taylor, New York City ; Edward K. Lummus,
Almys, Ltd., Montreal ; Fred Vollmer, Murray Sons
Co., Hamilton, Ont. ; F. A. Peachy, R. H. Williams
& Sons, Ltd., Regina, Saskatoon ; G. R. MacGregor,
Hudson Bay Co., Winnipeg; J. H. Roy, Paquet Co.,
Quebec ; James B. Mead, Hudson Bay Company,
Calgary, Alberta; C. J. Potter, N. Y., Past President
I. A. D. M.; T. P. Jones, Vice-President W. B.
Davis Co., Cleveland; E. J. Berg, Past President
I. A. D. M., and display manager for Burgess-Nash
Co., Omaha, Nebr., and others of equal prominence
in the retail merchandising world.

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iiiiiiriiiiHiititimiiiiiiiiniiiiiiiiiiiiniiiiiiii

The St. Louis Assoctation of Display Men Stages "Beach Party"

The Newly Organized Twin Ports Association of Display Men

iiiititimiiiiiiiini

A list of participants in Competitive Demonstra-
tions follows :

Competitive Demonstration — Class One — Draping on

Forms.
Ellsworth H. Bates, C. W. Klemm Co., Bloomington, 111.

W. Guy Warner, The J. L. Hudson Co., Detroit, Mkh.

\V. R. Nelson, The Dayton Co., Minneapolis, Minn.

Competitive Demonstration — Class Two — Drapes on T
Stands

W. Guy Warner, The J. L. Hudson Co., Detroit, Mich.

B. J. Millward, Mannheimer Bros., St. Paul, Minn.

Fred Johansen, A. Holthausen Co., Union Hill, N. J.

Ellsworth H. Bates, C. W. Klemm Co., Bloomington, 111.
Competitive Demonstration — Class Three — Ladies' Shoes

V. L. Carson, Guarantee Shoe Co., San Antonio, Texas.

W. R. Scott, Fyfe's Shoe Co., Detroit, Mich.

Competitive Demonstration — Class Four — Ladies' Hosiery
Peter Ciernia, Field & Schlick, St. Paul, Minn.
William E. Flint, Jr., Thompson-Hudson Co., Toledo, Ohio.

Competitive Demonstration — ^Class Five — Ladies' Lingerie
G. P. Robinson, Walter E. Bedell, Inc., Buffalo, N. Y.
A. G. Monroe, Schuneman & Evans, St. Paul, Minn.
Fred Johansen, A. Holthausen Co., Union Hill, N. J.
J. E. Hopkins, Geo. A. Gray Co., Duluth, Minn.
Ellsworth H. Bates, C. W. Klemm, Inc., Bloomington, 111.
William E. Flint, Jr., Thompson-Hudson Co., Toledo, Ohio.

Competitive Demonstration — Class Six — Canadian Artists

Only

Fred Vollmer, Murray Sons Co., Hamilton, Out. "Piece
Goods on Wall Board Cut-Outs."

F. A. Peachey, R. H. Williams & Sons, Ltd., Regina,
Saskatoon. "Displaying Dress Goods."

J. H. Roy, Paquct Company, Quebec. "Draping on Wax
Figures."

James B. Mead, Hudson Bay Co., Calgary, Alberta.
"Modern Ribbon Displays."

Edward K. Lummus, Almy's, Ltd., Montreal. "Simple and
Effective Method of Showing Serge."

CoMPETiTi\Ti Demonstration — ^Class Seven — Men's Clothing
and Accessories

Carl W. Ahlrolh, National Association Retail Clothiers,
Chicago.

H. H. Sonfield, Henry Marks Co., Pine Bluff, Ark.

Geo. B. Scott, The Metropolitan, Dayton, Ohio.

A. L. Meadows, Washer Bros., Fort Worth, Texas.

A. C. Hanson, Clayton's, Detroit, Mich.

Dan Hansen, A. Schradski, Peoria, 111.

Clement Kieffer, C. A. Weed & Co., Buffalo, N. Y.

Competitive Demonstration — Class Eight — Men's Shirts
AND Neckwear

Carl W. Ahlroth, National Association Retail Clothiers,
Chicago.

H. H. Sonfield, Henry Marks Co., Pine Bluff, Ark.

L. F. Dittmer Rike-Kumler Co., Dayton, Ohio.

G. B. Austin, Bernstein Co., Greenwood, Miss.

D. N. Hansen, A. Schradski Co., Peoria, 111.

Walter Curtis, M. L. Rothschild Co., Minneapolis, Minn.

Competitive Demonstration — Class Nine — Men's Under-
wear and Hosiery

Carl W. Ahlroth, National Association retail Clothiers,
Chicago.

H. H. Sonfield, Henry Marks Co., Pine Bluff, Ark.

A. A. Hansen, Clayton's, Detroit, Mich.
D. N. Hansen, A. Schradski Co., Peoria, 111.

Competitive Demonstration — Class Ten — Men's Shoes
W. R. Scott, Fyfe's Shoe Co., Detroit, Mich.
V. L. Carson, Guarantee Shoe Co., San Antonio, Texas
Carl W. Ahlroth, National Association Retail Clothiers,

Chicago.
H. H. Sonfield, Henry Marks Co., Pine Bluff, Ark.

Competitive Demonstration — Class Eleven — Show Card
Writing

B. A. Rainwater, Hess & Culbertson, St. Louis, Mo.
A. L. Meadows, Washer Bros., Fort Worth, Texas.
CoMPETiTiTO Demonstration — Artificial Floral Pieces jn

Units
.'\1I Exhibiting Manufacturers and Dealers Eligible.

Special Entertainment Features

THE Program Committee of Detroit headed by
Charles F. Wendel and L. A. Rogers has made
elaborate plans for the entertainment of convention
delegates and guests, and the fulfillment of these plans
will in a great degree be attributable to the co-opera-
lion manifested by the merchants of Detroit. The
greatest stores and store executives of the auto city
seemed to fairly single Mr. Wendel or Mr. Rogers out
in an effort to be of some assistance in making the
Detroit meeting of the I. A. D. M. the success it is
bound to be. The great appreciation of this essential
in convention sitccesses is not only realized by Mr.
Wendel and Mr. Rogers of the Program Committee,
but also by President E. Dudley Pierce and every
member of the I. A. D. M.

Here are a few of the entertainment features :

Musical and buffet luncheon in the auditorium of
"the J. L. Hudson Company, compliments of the J. L.
Hudson Company.

Auto ride for ladies through the park systems and
boulevards of Detroit. Compliments of Detroit mer-
chants.

Boat ride up the St. Claire river and Great Lakes.
Courtesy of Detroit merchants. Entertainment and
dancing. Glee club.

Visit to the factories and offices of the Henry Ford
Motor Car Company. For the ladies.

Banquet and entertainment.

Special events.

Endorse Kieffer and Seay

THE Charleston Association of Display Men,
Charleston, W. Va., have been holding bi-
weekly meetings during the past two months and
much of the time has been devoted to making plans
for attending the 23rd Annual Convention of the
I. A. D. M., and discussing ways and means by
w^hich the Charleston Association can be of greater
assistance in the advancement of the display man's
organization. The tremendous good already ac-
complished by this local forms one of the bright
pages of I. A. D. M. history and in the matter of
representation at annual conventions it is sur-
passed by none and the Charleston delegation is
never v^ithout the enthusiasm and pep that goes
far in the success of such gatherings.

At the most recent meeting of this club, held at
the Hotel Ruffner, fifteen members stated reserva-
tions had been made at Hotel Statler, Detroit, which
will be the headquarters for the Charleston "bunch"
— with the Welcome Sign out to all convention
friends.

Reporting the recent meeting of the local its
Publicity Committee writes as follows :

At our last meeting Clem Keiffer, that "live wire" from
Buffalo, was endorsed for president of the I. A. D. M., and
Homer Seay, that tall, lanky "cut-out" demonstrator of the
Charleson bunch given the O.K. for 1st vice-president. The
membership clut nominated these men because we think they
are qualified and deserve to ibe elected to these offices. Clem
Keiffer has been a hard worker for the I. A. D. M. for many
years. He has served on the Membership Committee, was
chairmna of the Executive Committee, also was 1st vice-presi-

(iiiiliiilllllliiiiiiiiiiiliiiiin

Saginaw Association of Display Men

Standing, left to right — L. R. Johnson, Benj. Castanier, L. R. Grav, N. C. Gray. Seated, left to right — R. Thompson, O. G. Fuller, J. 1.

Banks, E. V. Wiley.

dent. He has demonstrated before the Saint Louis, New
York, Chicago, and now the Detroit conventions. He organ-
ized the Buffalo club, and was instrumental in organizing
several others.

Homer Seay has been a very valuable member to the Asso-
ciation. He has demonstrated at the last three conventions
and is booked for the Detroit tdoings. He has furnished
educational matter to the trade journals, which has been a
great help to the members of the Association. He is a com-
petent display man, having won 264 points at the New York
convention alone. He is also a holder of the I. A. D. M.
"Championship" gold medal.

The Charleston Club feels very kindly towards any other
candidate for these offices, but feel that it is their duty to
support these two men in whom they have the uttermost
confidence.

PUBLICITY COMMITTEE,

Charleston Association of Display Men,
J. E. Hancock,
M. C. Nelms,
Morton L. Hoffstadt.

Canton Display Men Organize

WITH the purpose of promoting the art of mercan-
tile decoration and display advertising the dis-
play men of Canton, Ohio, have perfected an organi-
zation to be known as the Canton Display Men's Club.
The new association lists among its members several
artists of national repute, and indications are that this
nev\^ local is going to prove a mighty force in the busi-
ness and civic life of the community of which it is a
part. It will also be welcomed into the ranks of the
I. A. D. M.

Temporary officers have been named as follows :
President, George Hewitt, Stern & Mann Company;
vice-president, C. S. Wolf; secretary, Don L. Johnson;
treasurer, W. Raymond Thomas ; trustees, Lester Fry,
D. F. Ritter and H. S. Scoville. The program com-
mittee is headed by A. J. Ritter, and R. B. Strawn is
chairman of the membership committee, while C. E.
Chapman will look after the publicity.

Kieffer, Seay and hummus in Field

DISPLAY men will be interested in the announce-
ments coming out of Buffalo and Charleston, W.
Va., where the local clubs have at recent meetings per-
fected convention plans and given unqualified endorse-
ment to the candidacy of Clement Kieflfer, Jr., display
manager for C. A. Weed & Company, Buffalo, who has
been groomed by friends for a campaign the success
of which would make Clem the next president of the
I. A. D. M. Homer H. Seay, that popular artist of
the Walker Dry Goods Company, Charleston, is g^ven
the O. K. of his local organization and is in the race
for the office of 1st vice-president. Both are men of
executive force and recognized leaders in the display
profession and will no doubt make energetic cam-
paigns for election.

Edward K. Lummus, display manager for Almjr's
Ltd., Montreal, has pitched his hat into the ring and
will oppose among others, perhaps, Mr. Seay, for
the office of 1st vice-president.

TICKET _
OFFICE

GliajrlestoTi lajinch

on !>t& wa.vL

Artist M. L. Hoffstadt Pictures Charleston's Granp Rush for Tickets to Convention City

""I.

Now
Is Your
Chance to
Study at the

KOESTER SCHOOL

Our course fits young men and women
for actual business; it places in their
hands the tools with which to work

,m.mJ-\

OUR SUCCESS

has been little short of Marvelous, yet our terms are Most Moderate.

This message is to the man who is

K^m

— Earning less than he ought to earn.

— Discontented because he knows
that he is a "misfit" in his present posi-
tion.

— Depending upon some stroke of
luck to put him in a better job.

If you are not "getting anjrwhere" for
one or more of these reasons — ^make it
your business to find out what is wrong.

Most "misfits" have settled them-

selves in jobs that give them no chance
to grow — hindered their own advance-
ment by failing to develop the money-
earning power of their natural ability.

Don't "mark time" where you don't
belong I Let the Koester School fit you
for the job that you were meant to fit.

In our fifteen years' experience in
training men for promotion, we have
fitted thousands of students and gradu-
ates for the big jobs ahead.

Business Men Are Particular

They are not looking for inexp>erienced or incom-
petent help. They want young men and
women who have been trained to do special
work, instead of experimenting with un-
skilled heads and hands. This is
your chance to make good.

Write Today for Full Details
THE

/ saw it in the July "Merchants Record"— Page 53

Other men of national fame whose names have been
mentioned for office include Charles F. Wendel, dis-
play manager for J. L. Hudson Company, Detroit, and
chairman of the 1920 Program Committee. Ben J.
Millward, display manager for Mannheimer Bros., St.
Paul ; E. Dudley Pierce, president of the I. A. D. M. ;
Walter Zemitzsch, display manager Famous Barr, St.
Louis, and L. F. Dittmar, Rike-Kumler Company,
Dayton, Ohio.

Saginaw 100% Enthused

SAGINAW, Michigan, is the latest city to enter an
application for membership in the I. A. D. M., a
local organization of display men having recently been
perfected in the Michigan city. Twelve progressive
display artists comprise the strength of the organiza-
tion at the present time and the enthusiasm of the local
may be readily judged fi'om the promise of 100%
attendance at the 23rd annual convention of the
I. A. D. M., to be held in Detroit, July 12-15.

The officers of the Saginaw Association of Display
Men are: President, O. G. Fuller, display manager,
M. W. Tanner Company; vice-president, J. I. Banks,
display manager, W. C. Wiechmann Company; secre-
tary and treasurer, E. V. Wiley, display manager for
the Bancroft Drug Company. Other members of the
association are : L. R. Johnson, Morley Bros. ; Ben-
jamin Castanier, Mercer Company; L. R. Gray, Mor-
ley Bros. ; N. C. Gray, Walk-Over Shoe Company, and
R. Thompson, Barie Company.

Application for charter has been filed with T. Guy
Duey, Grand Rapids, Mich., secretary of the Interna-
tional Association of Display Men.

^.'tniiiiiiiiiiiiiiiii

I Who s Who in the Profession |

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E. Dudley Pierce

President International Association of Display Men

THE fact that E. Dudley Pierce was born in a
log cabin immediately leads one to the antici-
pation of great accomplishments by that individual,
and like many of those having first seen the light
of day midst the similar surroundings Mr. Pierce has
made a name for himself in his chosen profession. This
fact alone does not qualify Mr. Pierce for a place in the
"hall of fame," but the success which was destined
to be his and which has been so complete as to win
for him the first office in the display men's official
association does, we feel, entitle him to a review in
this column.

Having completed his first years of store service
with the John Smith Co., Mr. Pierce entered a New
York school of mercantile training from which he
graduated in 1904, immediately taking a position
with Minnich Bros. Co., Greenville, Ohio. From
this position his progress was marked and rapid and
proved the stepping stones afiforded by positions
with a number of progressive stores that Mr. Pierce
landed at the top of the heap just six years after

his graduation from the New York mercantile in-
stitute. He saw service with Geo. Benkert Co.,
Piqua, O.; De Weise & Bidleman, Dayton, Ohio;
Union Clothing Co., Rochester, N. Y., and Gold-
smith Bros. Co., Scranton, Pa., before associating
himself in his present post with Sibley, Lindsay &
Curr Co., Rochester, N. Y.

This great Rochester merchandising institution
where Mr. Pierce is now rounding out his tenth
sucessful year as director of display department
has 13 acres of floor space, 24 show windows and
employs 2500 salespeople. Mr. Pierce's record with
this concern is well known among display men and
merchants. Toys have been his hobby and his toy
displays are widely known. He not only has charge
of all the display work of the building but also buys
the fixtures and equipment for the entire building.

A beautiful collection of trophies won in great
display competitions is a proud possession of this
popular display artist and includes a number of

E. Dudley Pierce

prizes offered by Merchants Record and Show
Window in its monthly and annual competitions.
He has not been idle in I. A. D. M. contests and lists
a number of the Associations gold medals in his
collection.

Mr. Pierce's connection with the I.A.D.M. dates
back to 1905. Always a staunch supporter of the
Association and its principles Mr. Pierce has active-
ly engaged himself in the duties of developing this
great organization with marked success. For a
number of years he had been a member of the
Executive Board and found time to assist in other
directions the growth of the body. In 1918, when
the Association was casting about for a big man
for a mighty proposition Mr. Pierce's qualifications
and past accomplishments loomed auspiciously with
the result that the Rochester artist was accorded
the highest honor within the province of the Inter-

If it goes
in a window
Adler-Jones
has it!

The Mark of

Superior Decor atives

Write now for your
free copy of the Fall
"Guide to Better
Window Displays." It
contains a wealth of
new Fall designs —
just off the press.

The Adler-Jones "Seal of Service"
stands for more than simply decoratives —
it's the mark symbolizing Superior Dec-
oratives.

Whether its Artificial Flowers, Wicker
Basketware, Papier-Mache, Valances, Pa-
rade Decoratives, or Window Decora-
tives of any kind, you'll find here some-
thing a little bit more than ordinary in de-
sign and quality.

And if nothing we have quite meets
your need — our Service Department
stands ready to design, free-of-charge,
Decoratives to fit your desires.

The Adler-Jones Co.

206 S. Wabash
Chicago

/ saw it in the July "Merchants Record" — Page S5

national Association of Display Men. So success-
ful was he that when the I. A. D. M. convened in
Chicago in 1919 Mr. Pierce was accorded the rare
honor of re-election to the office of president.

E. Dudley Pierce is what we term a "regular
feller" and when you visit Detroit this July on the
occasion of the 23rd annual convention of the I. A.
D. M. seek out Mr. Pierce. He will be delighted to
shake your hand, and you will find in him a demo-
cratic fellow anxious to be of assistance whenever
possible.

Letter from St Paul Merchant

YOU display men who are anticipating your
1920 convention at Detroit will be engaged
while there in the selection of a city for your 1921
convention. Saint Paul wants you in 1921 and we
believe that you want Saint Paul. While attend-
ing the convention this year consider these very im-
portant factors — climatic conditions, hotel accomo-
dations, convenience of meeting places, entertain-
ment features, the number in attendance and the
spirit shown.

When you attend a convention you undoubtedly
do so because you believe that you can derive some
valuable information. You get away from the every
day rush of business. You forget your troubles,
meet other men engaged in the same work, exchange
ideas and all become richer by this interchange of
thought. Now that is the principal reason why you
attend, the business reason, but that is not the
only reason.

You do not want to be so deeply mterested in
the business side that you forget the social features.
There will be evenings when there are no business
sessions, morning, evening and noon hours when
entertainment will claim your attention and if you
bring your wife her chief interest will be in the
social functions. Assuming therefore that it is on
a business and social basis that Saint Paul must
appeal for this convention I want to direct your at-
tention to some reasons why you will want to come
to Saint Paul in 1921.

Saint Paul hotel accommodations are far superior
to those of most cities of its size. There are several
first class commercial hostelries as well as family
hotels. Clubs and restaurants would do credit to
cities two or three times the size of Saint Paul.
You will rest well and eat well while in the "Saintly
City."

Your meeting place, the Municipal Auditorium,
is one of the largest, best equipped auditoriums in
the country; a stone's throw from your head-
quarters' hotel. Arranged as a theatre it will seat
3,500, and when thrown open for a convention
10,000 can be seated. It's acoustic properties amaze
construction experts and they come from all over
the country to study this building. You can hear

the speakers, see the displays, get in and out with-
out crowding. It is an ideal meeting place. If
you need more room there are nine other large halls
within a few blocks.

You can motor over a hundred miles of beauti-
ful boulevards out through the residential section
along the River Boulevard and across to the other
twin. You can enjoy a boat ride on the Father of
Waters or out at one of our many lakes. Aero-
planes make daily flights and carry passengers.
Our baseball team can be seen in action at the
largest base ball park in the American Association.
Public and private golf links abound. There are
millions of fishes in Minnesota's Ten Thousand
Lakes and although some of the leading theatres
will be closed in July there will be stock produc-
tions, park concerts and movies galore.

Come to Saint Paul and from the moment your
train steams into our $14,000,000 Union Station
until you regretfully board an outgoing train you
will not experience one solitary dull or uninterest-
ing moment. Saint Paul's climatic conditions, hotel
accommodations, convenient auditorium, wonderful
sights, glorious entertainment possibilities, and most
important of all, big hearted, whole-souled people,
make it the Ideal Convention City.

W. A. McLEOD, Treasurer,
Emporium Mercantile Company,

Saint Paul, Minnesota.

|tii<iiiiiiiiiiiin^iii,i

FoT- Our CAdveT-tiser^s

iiiiimirritiiiiiiiiiiiiniiiiu

New Flower Catalog

An interesting catalog of fall flowers and other deco-
rations has just been issued by the Modern Artificial Flower
Company, 840 North avenue, Chicago. This firm, of which
Arnold Abrams and Harry Green, respectively, are president
and treasurer, has a wide knowledge of the requirements of
the display man, and the designs for the fall season shown
in the catalog represent an exceptionally good line of flowers,
foliage, sprays, etc.

The Modern line will be on exhibition at the I. A. D. M.
convention in Detroit and an invitation is extended to all
display men passing through Chicago on their way to or
from the convention to visit the factory and display room of
this firm.

Those who are not on the mailing list of the Modern
Artificial company will do well to write for the new catalog.

Flower Catalog De Luxe

The fall catalog of the Schack Artificial Flower Company
strikes a new note in this class of literature for the display
man. It contains some strictly original ideas, and any display
man whose name is not on the Schack mailing list will do
well to write for this interesting and instructive book.

A number of the pages are printed in full colors, showing
the big Schack line in all of the delicate shades in which the
flowers themselves appear. The color plates have been
handled with exceptional care and the most delicate tints have
been reproduced with remarkable accuracy.

A feature of this catalog that will appeal to the display

All Forms Should Have Th
Narrow Shoulders

To Correctly Display the New Fashions in Women's Wear

t
i

j
i

'^-:i?

"g^fc

^^'

No. 66F/G/D

Leading houses everywhere are discarding
forms with the round, extended or other
shoulders as being old fashioned.

Our forms are up-to-the-minute in every detail
of construction. Note the new top — the correct
proportions.

Write us for new and beautifully illustrated
folder of Dress, Sweater, and Waist forms. Also
extension dress figure.

No. 66 F/G/D
Correct Models in Dress Forms

As Qlustrated here

Papier mache. New top D style. Flesh
tinted enameled bust, covered below with
white Jersey cloth, or sateen, as desired.
Standard ^x30 inches. Ten-inch B base.
Write to us any time you need anything for
"window dressing and display."

We are also showing these identical neurrow
shoulders in the following:

No. 67W/P/G/D

New Extension

Dress Figure

No. 76/N/G/D
Sweater Form

No. 75/D/G/D
Waist Model

REMEMBER

The date of the I. A. D. M. convention at Detroit, July
12-15, inclusive, we will have everything new and clever
in wax, also model forms and metal fixtures. A full staff
of representatives will be on hand to serve you.

Our staff of representatives will embrace : — R. C. Quensell,
Irwin G. Culver, W. C. Cardlish, C. E. Smiley, A. J. Hills.

Be sure to look us over

J. R. Palmenberg's Sons, Inc.

63-65 West 36th Street, New York

Boston
26 Kingston St.

Chicago
204 W. Jackson Blvd.

Baltimore
108 W. Baltimore St.

/ saw it in the July "Merchants Record" — Page 57

man who buys by mail is a color keyplate. By using this
keyplate the stock colors of the hundreds of flowers shown
in black and white throughout the 'big catalog may be seen
at a glance. This arrangement makes it an easy matter for
the display man to select exactly the tint he may require to
carry out any color scheme.

This firm is hringing out a remarkably attractive new
flower for the coming fall season. It is called the Cactus
Dahlia and is sure to become highly popular. While the
Cactus Dahlia is distinctly new and different, it is not in the
least freakish. It is strikingly attractive in color and form
and the semi-metallic foliage in changing autumn tints is as
pleasing as the flowers.

The Cactus Dahlia, together with a number of other new
Schack products, will be shown at the Detroit convention.

Quality Decorations

Adler-Jones Company's catalogs are always interesting
and are looked forward to by thousands of display men on
account of the many clever new ideas brought out each
season. Their fall catalog, which is just off the press is
even more interesting that usual. It not only shows a splen-
did line of fall floral decorations in color, but also illustrates
an exceptionally good line of wickerware, screens and other
decorative specialties that are constantly being originated by
Harry Jones, Carl Meier and other competent designers con-
nected with this firm.

The Adler-Jones catalog is called "The Guide to Better
Window Displays," and it certainly deserves this descriptive
title, as it serves each season to point the right way to many
display men who are in need of the helpful suggestions every
issue contains. Any display man who does not receive this
book regularly is missing something and should write to have
his name put on the Adler-Jones Company mailing list.

At the Detroit convention of the I. A. D. M. the Adler-
Jones Company will introduce a number of brand new deco-
rative features that will be shown for the first time. The
stage in Convention Hall will be used for this exhibit, which
will be one of the most notable ever shown at any display
men's convention.

Decorations At A Saving

The Service Artificial Flower Company, 1307 Clybourn
avenue, Chicago, has just issued a catalog that will be wel-
comed by the many display men who wish to make a good
showing in their windows but have a limited appropriation
with which to do it.

The Service line is a large one that offers a wide and
varied selection, and the prices are decidedly moderate. In
appearance and design these flowers are all that could be
desired. They are made from the best paper and handsomely
colored. This firm also manufactures a splendid line of
wickerware, papier mache, "backgrounds and other decorative
specialties.

The factory is modern in every detail and is equipped
with the most improved machinery to turn out high class
merchandise at the lowest possible cost.

The new catalog is one that is well worth the trouble of
writing for.

A New Fixture

A display fixture of an entirely new type has been devel-
oped by the Superior Brass & Fixture Company. It is a
decidedly clever idea that will make a decided hit with the
many display men who are always looking for something
new. This novel and ingenious device is to make its initial
bow at the Detroit convention of the I. A. D. M., and we
are therefore not permitted to give an extended description
of it at this time.

The manufacturers offer one of the new fixtures as a

prize to the person suggesting the most suitable name for it.
This competition is freely open to anyone who cares to enter
it. An illustrated circular showing the fixture and how it is
used will be sent to any address upon request. This circular
also explains how to enter the name contest and supplies a
blank form to be filled out by contestants. As this fixture
is one that is well worth winning and there is no expense
of any kind connected with the contest, it is suggested that
display men write for complete information to the Superior
Brass & Fixture Company, 316-318 West Jackson boulevard,
Chicago.

New Flower Display Room

The Mutual Flower Company of New York has opened
up a new display room at 1142 Broadwaj^, near Twentj-sixth
street. In this convenient location will be shown a complete
line of window and store decorations, including flowers in
great variety, sprays, vines, fruits, baskets filled and unfilled,
and many novelties.

Until within the last year or so the Mutual Flower Com-
pany distributed practically all of its output through jobbers.
Since last fall this company has been selling direct to the
user of flowers, thus saving the latter a middleman's profit.

The Mutual line is now well and favorably known t<'
display men all over the country. The combination of high
class goods and moderate prices is building up a business
which has necessitated the new display room.

A new fall catalog is now ready for mailing. It will be
sent to anyone upon receipt of a request addressed to the
Mutual Flower Company, 82 West Third street. New York.

Plastic Ornaments

The Chicago Statuary Manufacturing Company announces
its establishment in the new and greatly enlarger quarters
at the intersection of Desplaines and Kinzie streets with
Milwaukee avenue, Chicago.

The line now manufactured by this firm will be of par-
ticular interest to the display man. It comprises statuary,
fountains, urns and a great variety of other plastic designs.
A display of this class of decorations will be shown at the
Detroit convention in the booth of J. F. Gatshoff & Co. Mr.
Groppi will 'be in charge of the exhibit.

Dave Polay

DISPLAY men and merchants generally will read
with genuine sorrow of the untimely death of
Dave Polay, who was fatally injured in an
automobile accident in Chicago, June 6th, and died
a few hours later without regaining consciousness.

Dave, as he was familiarly known from coast to
coast, probably had a wider acquaintance among dis-
play men than any other one man. He was credited
with being one of the cleverest handlers of men's wear
in the profession and has had charge of the windows
of several important stores.

During the past few years he had been closely
associated with the display fixture industry. In the
field of wood fixtures he was an important influence
and a number of the best known period designs were
originated by him. His efforts had much to do with
making wood fixtures as popular as they are today.

For many years Dave was a prominent figure at
I. A. D. M. conventions and hundreds who attend the
Detroit meeting this year will feel his loss keenly.

Illlllllllllllll lllllllllllllllllllllllllllll nil llllllllllll

A Big Hit at the
Detroit Convention, July 12 to 15

My attractive booth the mecca for hundreds of Display Men and my
brand new, handsomely illustrated Catalog of

Brushes

and Supplies

"Uake every stroke
a Perfect Stroke."

in demand 'by all.

Hundreds of articles — for your especial purpose — are
alphabetically listed and shown in pictures accompanied
by text. It is the most helpful catalog ever compiled.
You'll want to refer to it the same as you do to your
"Websters."

Bert L. Daily

126-130 E. Third St., Entire Fourth Floor
DAYTON, OHIO

[llllllllMIIIIIII Illllllllllllllllllllllllllllllllllllllllll

Decorative Fixtures

On Display in July at the I. A. D. M. G)nven-
tion at Detroit, show why we are the leading
manufacturers of wood display fixtures. From
a practical standpoint, as well as artistic
design and high grade workmanship, our
fixtures are the best made. Be sure and see
our display for new ideas in window work.
If not attending convention, sertd for our new
catalogue.

Decorative Fixture Co.

Chicago, 111.

16th and Jefferson Streets

I saw it in the July "Merchants Record" — Page S9

WE KNEW

There Was a Tremendous Demand for

Interior Decorations
BUT

To be swamped with orders, we did not expect
For Fall We Advise Placing Your Order Now

What is the sense of buying expensive cloth foliage, when you must actually feel these Mimeo-
graph Paper Leaves to know that they really are made of paper?

MAPLE SPRAY

Made also in Oak, Grape and Chrysanthe-
mum foliage, 5|/2 feet in length, 2'/2 feet
in width. Made in beautiful autumn shades,
true to nature. Dozen, $30.00; Vines to
match, $18.00; per gross yards.

CHRYSANTHEMUMS

On 1 8-inch stems, made in every color, per
gross, $10.50. The same flower, on short
stem to use profusely, per gross, $6.75, We
also make from your original sketch, your
idea of just what a window decoration
should be like.

R. E. Gebhardt Co., 322-324 W. North Ave., Gebhardt BIdg., Chicago

Also on Display at
Atlanta, Ga. Indianapolis, Ind.

Southern Decorating Co. E. J. Boyle and Brothers

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Personal

sonaLs I

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BV. CHRISTOPHEL, display manager for Frank &
• Sedar, Pittsburgh, and chairmaji of the I. A. D. M.
Executive Committee, was a recent visitor to Chicago.

"C RANK GROSS is attracting much favorable attention
■*- with his artistic displays for the Cain & Bernkopf
store, Corning, New York.

T D. OSBORN, recently engaged in display work at
■*■* Logansport, Indiana, has accepted the display mana-
ger's post at the Mason Clothing Company, Springfield,
Missouri.

P JACKSON, formerly of the staff of Herman Franken-
■»--'• thai, display manager for B. Altman & Co., New York
City, is now assisting in the decorating department of W. A.
Wieboldt & Co., Chicago, where Mr. Oehler has charge of
display work.

D OBERT REHM, formerly display manager for
Wolf & Dessauer, Fort Wayne, Indiana, is now di-
recting the window and interior decorating department of
the Patterson-Fletcher Company, Fort Wayne.

"P HILIP KLEIN, for several years employed in display
•*• work in Hamilton, Ont., has been appointed director
of the display department of The Model Cloak and Suit
Company, Hamilton.

^ A. JACOBSON, formerly engaged in display work at
^^* Kalispell, Montana, is now in charge of the display
department for the Gravelle & Kelly Company, Coeur
D'Alene, Idaho.

C DWARD WINQUIST, formerly display manager for
'— ' the Diamond Clothing Company, Calgary, Cajiada, is
soon to assume display manager's post with a Seattle,
Wash., store.

"D A. NEWMAN is now directing the display depart-
• ment at the J. C. Penny Company store, Astoria,
Oregon. He was formerly with the Blakley Dry Goods
Company, Spokane, Wash.

Jr. SCHAFFER, display manager for the Gluck's
• Stores Company of Pennsylvania and Ohio was in
Chicago recently placing orders for fall opening decora-
tions for the new Sharon, Pa., store.

D OBERT L. BARBEY, formerly of Herdon's Dry
*^ Goods Co., Springfield, 111., has been named as first
assistant on the display staff of the Gluck's Stores Com-
pany, Pa. and Ohio.

WALTER ZEMITSZSCH, display manager for Fa-
mous-Barr Company was in Chicago recently.
Walter, a most enthusiastic factor in I. A. D. M. events,
promises a 100% St. Louis representation at the Detroit
meeting.

"D F. GIBBONS, formerly display manager for The
■^« Shore-Newcom Company, Miles City, Montana, has
resigned and will, in the near future, take charge of the
display department of a big Portland, Oregon, store.

The Kind of Decorations
You've Been Looking For

Service Decorations are not only exceedingly satisfactory in appearance —
they are equally satisfactory in price —

In appearance, they are equal to the most expensive cloth flowers. They
are designed with the greatest care and colored exquisitely in all of nature's won-
derful tints. Even an expert would have difficulty in telling the difference be-
tween SERVICE FLOWERS and the costliest imported ones when shown side by
side in a show window.

If you wish to cut down your window display expense without detracting
from the beauty of your windows, use Service Flowers for feJl.

Our new catalog has been delayed but is now ready for mailing. You will
find it full of new ideas for your autumn windows. Send for it before planning
your autumn windows. It will save you money.

The Service Artificial Flower Co.

1307 Clyboum Ave.
CHICAGO

You Should Send for Our Price List and Booklet of
Wm. & Mary — Colonial and Plain Wood or Metal Fixtures

NOTE — AM connecting
parts of our fixtures are
put together with metal
jointed construction, giv-
ing much additional
strength and added life
to the fixture.

No, 0400 — Diamond shirt
stand. 12 in. x 12 in. top,
18 inches high, for shirts,
underwear, pajamas, hosiery
and neckwear displays.
Price $3.50

No. C401 — Boxed goods or shirt stand.
7 in. X 14 in. top, 12 or 18 inches high.
Price $3.50

Send for booklets of our
complete line

Finished in any
color. Oak or Ma-
hogany, or any
special finish.

Moms Leon Mfg. Co.

719 N. CLARK ST.,
CHICAGO, ILL.

No. C402 — Plateau for Unit
Displays.

Height 12 in., top 8 in x
14 in $4.00

Height 18 in., top 8 in. x
14 in $4.50

No. C403 — Colonial Pedestals.

12 in. high $3.50

18 in. high 3.75

24 in. high 4.35

30 in. high 4.80

36 in. high 5.25

All orders sent in now
injure prompt attention

i saw it in the July "Merchants Record" — Pa{)e 6i

We have our famous "FOUR HUNDRED" line in stock ready for finishing and can guar-
antee prompt shipments. Send for our circular and place your order now.

Above are shown a few numbers from our "400" Line. — Perfect in workmanship and material. — Satisfactory in price.

Polay-Jennings Fixture Corp., £S.'"SS n^T^'^''' Chicago

/ saw it in the May "Merchants Record" — Page 62

Our line of forms for the coming season are
modeled to conform to the prevailing mode of the
garments — the enameling is absolutely smooth
egg shell finish. The metal standards are sup-
ported by our beautiful high bases — ^noteworthy
for heavy iron weight inside of the shell covering.

Also Beautiful

Period" Wood Mountings
Furnished

Ask for Catalog E

For a full line of Period Wood Fixtures for all lines,
and embracing- some exclusive and new designs ask for
our Catalog "L."

Catalog "E" shows the line of metal fixtures, Racks,
Hangers, etCi

353

■window Valances, a larg^e stock on hand for immediate de-
livery. Send for samples.

"Window Bug's: Our beautiful line of exclusive designs,
made of silk Velour (also cloister cloth), come in 18 colors
and over 400 designs in art Borders.

Ask for leaflet showing actual colors; also swatches of
materials.

Decoratlnir Flashes, ask for samples.

Visit Our Chicago or New York Show Rooms

THE HECHT FIXTURE CO.

Medinah Building CHICAGO

Wells St. & Jackson Blvd.

NEW YORK SHOW BOOIVI:

65-67 East 12th
Bet. Broadway and 4th Ave.

if i^ IB#KlS

Draw Buyers Inside
to BUY

Sales increases ranging from
25% to 50% are common among
stores equipped with Kawneer
Fronts.

New business can be traced
directly to the sales-pulling de-
sign of Kawneer Fronts.

'1 saw what I want in the
window" soon becomes a fa-
miliar phrase to salesman in
Kawneer^-equipped stores.

Kawneer Fronts have helped
more than 100,000 progressive
merchants sell more goods.
We can help you. Let us
show you how. Just pin the
coupon to your* letterhead and
mail today.

THE

NILES MICHIGAN

The Kawneer Company,

Front Street, Niles, ij^ictiigan

Please send me one of your Books of Designs.

Name

c>4.ddress .

1 saw it in the July "Merchants Record" — Page 63

Do Not Fail to See Our

SPECIAL DISPLAY

at the I. A. D. M. Convention, Detroit,

July 12th, 13th, 14th, and 15th.

DISPLAYMEN: Do not forget to see our complete
line of CLOTH and PAPER decorations. Can give
you any special colors desired. Size of booths 12x52
feet. Booth Nos. 49, 57, and 63, next to the SHOW
WINDOW.

Do not forget the date.

If you can not attend the Convention write for our
large fall catalogue.

J. F. GASTHOFF & CO.,

Leading Manufacturers of Artificial Flowers
and Decorative Supplies

Notice — Dis-
play Men.

We have just
the thing in green
grass effect floor-
ing for your win-
dows, it is the
latest in floor
coverings on the
market. Can be
made in any size
to fit your win-
dows, price, $1.25
per square yard.

DANVILLE,

ILLINOIS

When Making Changes In Your
Store Front, Do Not Overlook

The Most Important

Improvement — ^Your
Show Window Lighting

No other change, no matter what the cost,
will so improve your windows

A one-piece glass silver plated reflector of special design is now the recognized standard for Mrin-
dow lighting. Compared to trough reflector or any other system, double the light will be obtained,
using the same lamps. Not only twice the light at the same cost, but a better quality, making the
window attractive and the goods displayed desirable.

Of Reflectors of This Kind,

"PITTSBURGH" REFLECTORS are

Insist on "Pittsburgh"
from your electrical
contractor.

The utmost in efficiency.
Unequalled for durability.
Most economically installed.
Lowest in price.

Write for catalog.
Submit sketch of window
for free lighting plans.

PITTSBURGH REFLECTOR AND ILLUMINATING CO.

Chicago Office,
565 W. Washington St.

PITTSBURGH, PA.

San Francisco OfiEice,
75 New Montgomery St.

/ saw it in the May "Mercliants Record"— Page 64

Use Feldman's

Humanized Wax Figures
In Your Fall Displays

Feldman's Wax Figures will give class and
distinction to any merchandise that you
show with them. They have a charm and
grace that catches the attention and turns
the passerby into a customer.

You will find that any garment looks better
on a Feldman Figure.

Send for Our Catalog

Our latest catalog shows our complete line
of Humanized Wax Figures and display fix-
tures of every description. If you haven't
received a copy, send for it at once. You
will find it a big money saver when you are
ready to select your fixtures for fall.

We also manufacture valances, artificial
flowers and original novelties.

Feldman Fixture Co.

22-26 W. 30th St. New York

''The Standard Quality'

Devoe Show Card Colors for making Artistic Cards,
Signs, Posters, Price Tickets, etc.

WATER COLORS— Ready for use with bru«h or pen— U»e water Id thiB.

tel*

Twenty-
four
Colors

Including

Gold and

Silver.

Actual size of 2-oz, Jar.
Send for Folder and Color Card.
Devoe Show Card Brushes are made in a large variety of styles
with nickel and copper ferrules. Recommended and used by
leading Card-Writers and Sign-Painters everywhere.

DEVOE & RAYNOLDS CO., INC.

New York Chicago Kansas City New Orleans Buffalo
Denver Minneapolis Cincinnati

Fit Your Windows with
ONLI — W A
Display Fixtures
That Attract
Attention.

Colonial Period
Styles for all
Kinds of Goods

See our Display Booth
No. 67 at the I. A.
D. M. Convention,

Detroit, July 12-13-14-15

Send for our latest catalog No. 6 show^ing our
complete line of High Grade Wooden Display
Fixtures.

THE ONLI-WA FIXTURE CO.

Dayton, Ohio

Originators of Practical Display Fixtures

I saw it in the July "Merchants Record" — Page 65

/ saw it in the July "Merchants Record'' — Page 66

Beach Cloth

for Your Fall Displays

This picture shows how attractive our Beach
Cloth appears in a show window when cleverly used.
This is only one of the many art fabrics we carry
in stock.

Specify Cloister Cloth

for your valances and floor mats. It is rich and
dignified in appearance and moderate in price.

ELMS &

906 Broadway

309 W. Adams St.. Chicago
S2 Chauncey St.. Boston

SELLON

New York

2 K. 11th St. Philadelphia
742 Market St., San Francisco

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I WANTED j

I AN EXPERIENCED |

I Display Fixture, Form and Wax Figure i

I SALESMAN I

for New York City; one vs^ho knovsrs
and can intelligently represent us.

Good salary — steady job.

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Write in detail
to

Frankel Display Fixture Co.
New York

Established 1888

= 1146 Broadway
I at 27th St.

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RANKH

I DISPLAY nXTUBE Cgl

Phone =

Madison Square =

1490 =

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Send for Your Copy
Now— IT'S FREE

YOU can possibly get along without it but
you will miss a good deal if you don't
send for "MORE LIGHT ON GOOD
WINDOW DISPLAYS." Anyhow it's FREE

— so that settles it.

See Us At The I. A. D. M. Convention
DETROIT, July 12-13-14-15

Display men and interior decorators are invited to make the
McCallum booth their hanging out place at the convention — this
will afford you the opportunity to inspect the most complete line of
artistic floral decorations on display. You'll say so, too, when you see
them.

The McCallum Company

^^ Coupon M. B.

' Gentlemen ;

■ Please send me absolute-
ly free my copy of "MORE
LIGHT ON GOOD WINDOW
DISPLAYS."

137 Seventh Street

Pittsburgh, Pa.

The McCallum Company, 137 Seventh St.,
buroh, Pa.

/ sazv it in the July "Merchants Record" — Page 67

These Outfits are a Great Investment

These outfits will greatly reduce the cost of maintaining y->ur
wax figures and flesh enameled display forms.

USED BY LEADING STORES IN EVERY
STATE

With This Outfit— You Can Clean
and Retouch Your Own Wax Figures

Producing the same high class (oil
finish) as executed at the factory. COM-
PLETE OUTFIT includes prepared ma-
terials to clean and retouch 100 figures.
Full formula. Tools. Instructions.
Price for complete outfit $5.00

USE NUENAMEL to clean and reflnlah year
enamel forms the rigrht way. With this com-
plete outfit you can clean and refinlsh vour flesh
enamel forms, producinfi; the same dull finish as
when first purchased

SATISFACTION GUARANTEED OR YOUR

MONEY BAOK
No. I oatfitwill clean and refintah 100forms.$1.76
No. 2 outfit will clean and refihish 200 forms. 2. 60
No. 8 outfit will clean and refinish 300 forms. 3. 60
No. 4 outfit will clean and refinish 500 forms.5.00
NUENAMEL is made expressly to clean and
refinish flesh enamel forms. No other prepara-
tion will produce the same dull flesh finish.

IT DOESN'T MATTER HOW BADLY TOOK FLESH
ENAMEL FORMS CRACK. CHIP. OR PEEL OFF

They can be easily repaired with FLESH ENAMEL
(EMENT and used again for display. FLESH ENAMEL
CEMENT Is easy to apply and dries hard to match the
enamel surface. Fully Guaranteed.

Full Instructions how to use with each outfit.

8 ounces net weight. Price $1.25

16 ounces net weight. Price 1.75

32 ounces net weight. Price 2.50

48 ounces net weight. Price 3.00

It pays to purchase in largo quantities, age will not
a£fect materials.

Eyelashes for wax figures. Correctly shaped. Besay to
fit in place. 50c set. 6 seU $2.50. 12 seU, $4.50. TuU
directions with each set. Same sa used by leading figure
manufacturers.

New Catalogue Free

Harrisburg Wax Figure Renovating Co.

335 Crescent Street, Harrisburg, Pa.

WE SELL YOU OUR

WINDOW DISPLAY FIXTURES
+ PLUS +

Experience, Service, Satisfaction

and

Reliability

Sena For a FBEE Kew Catalotrne

Artistic Wood Turning Works

Formerly FOX^AT FXZTUBE SEBTXCE

519-521 N. Halsted St. CHICAGO, ILL.

WE HAVE TALKED
MUCH

about the quality, design,
and workmanship of
K I C H L E R VAL-
ANCES, and now w^e
are going to have the op-
portunity of proving that

KICHLER VALANCES

are all we claim they are.
Our complete line including a
number of new^ patterns and
ideas will be on exhibit at the

I. A. D. M. CONVENTION

SPACE 33

THE L. A. KICHLER CO.

717 Lakeside Ave., N. W. CLEVELAND, O.

UR FLOWER
line for Fall

is ready and
you will find
it a wonder-
fully com-
plete and sat-
isfactory line. Our designs com-
pare favorably with the most ex-
pensive foreign products, while
our prices will meet the ap-
proval of the most economical
display man.

Send for our Fall catalog today and yon
will be surprised to learn how much we can
save you on your autumn windows.

We have opened a new display room at
1142 Broadway and will be pleased to have
you call when you are in New York.

Mutual Flower Co.

82 West Third Street

NEW YORK

/ taw it in tht July "Merchants Record" — Page 68

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This Window Box can be
used for Proscenium
Arches, on top of Show-
cases, Cashier Booths,
Walls, etc. Ask for our cata-
logue No. 44, illustrated in
colors, free for the asking.

FRANK NETSCHERT,

No. 53101 Window Box Filled with Artificial Begonias, blooming Geranium Sprays "1 oarclay ot.
and Drooping English Ivy Vines, 42x27 inches, complete, $12.50.

New York 1

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BETTER DISPLAY FIXTURES |

MANUFACTURED BY i

D. W. WOODRUFF AND COMPANY |

Perfect I

Equipment |

Perfect |

Service |

Send for Folder |

860 Howard St., j

San Francisco, Cal. |

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Nadeco Maid VALANCES

and WINDOW DRESSINGS add Character to your

Display

Stock Patterns and Special Designs

Write for Catalotr and ZTame of £ocai Dealer

The National Decorative Co.

510 Federal St. Camden, N. J.

Here's tbe proper ready-to-fit eyelasbes for wax Hguxea.
Tbe same as vre supply to leodlnsT mannfacturers of wax
figures both, in ITnited States and Canada.

Eyelashes made of the finest French
stock. Correctly shaped.
Full directions included enable any per-
son to fit them in place.
Price per set (of four lashes), 50c; six
sets, $2.50; 12 sets, $4.50.

LIQUID IVORY CEMENT ^"ae^^n'J'Krott'

Mends joints solid as welded Iron. Dries hard over night

For broken wax fingers, broken
dolls or anything- where it is nec-
essary for permanent joining.
Tnlly Onaranteed
2 Onnce Bottle, $0.50

.75

1.00

1.50

2.00

3.00

Full directions how to use with each bottle.

HABBISBVBa WAX TIOVKS BEZrOVATXNa CO.

335 Crescent Street Harrisbnrg', Fenna., XT. S. A.

More Talks by the Old Storekeeper

256 PAGES

4^x7 In.

New Book by Frank Farrington

These new talks are better than the first set and more
valuable to the merchant. This bookls worth a bandred
dollars to any merchant who Is looking for ways to
develop his business.

SYNOPSIS OF CONTENTS

Those Mall Ordar Houni
Semethlne About Clerki
How Retail Advertieing Pays
The Clothes Too Wear
Handling tha Money
Special Newspaper Adnrtlslng
Delivering the ijoods
The Dealer's Best Help

The Traveling Man
A New Competitor Opens
A Customer's Point of View
How to Have Good Clerks
Getting the Business Bacli
Using the Windows
Developing the High Clait Trade
Sell-Selling Goods

21 FaU Page ninstratlons. Boond In Cloth

Price, postpaid only $r 00. Your money back if
you want it.

MERCHANTS RECORD & SHOW WINDOW
ai So. Dearborn St. CHICAGO

/ saw it in the July "Merchants Record" — Page 69

usmess/

Unlimited pos-

II I U^yj^" sibilities are opening

I I ^t^^^ up every day in this field.

I ^J^ Large firms ererywhere n&nt men
'■^^ with creative Ideas. Keen commercial
competition calls for most acgressire and
^ up-to-date adrertlslng methods. New and
^ striking effects constantly demanded la Window
Ckrds, Bulletin Boards, Signs and Show Cards.

Big Opportunity for Originality

Unusual oi>ening8 for those who develop constructive ImaglnatloiL Don't
smother your ambitions and Ignore your latent abilities. Malie the best
of your talents — develop your originality — learn to make your abilities
earn big money. Get into the Sign-Show Card Business "where origi-
nality counts." Our Course teaches how in a few short montlis. Thou-
sands of successful graduates prove our ability to successfully teach you.

Earn $25 to $75 Weekly

Our training will give you perfect confidence In your own ability to com-
mand a big salary. Tou are taught bow to direct your efforts along
profitable lines. Tou get the close, personal counsel and help of in-
structors, wlilch makes your ultimate success sure. Nothing is left to
guess. Every lesson is designed to bring out the practical helps so essen-
tial In realizing the necessary training for successful work.

OoTirse Complete Oradnates En-

and Practical tbusiastlo

Bveiy phase of work is Every day brings let^

csrered. Instruction is ters from graduates

complete, thorough and who are proving value

Msily understood. Les- of our Course. Bead

sons start at bottom and these

proceed logically and more
naturally to the finish.

Tour

Tou are thoroughly the best."

extracts: "Am
than satisfied,
method surely

familiarised with Intri
cats and Involved letter

"Self-reU-

Head TUB
Guarantee

We guarantee to
place graduates in
positions paying
$85.00 to $175.00
monthly after they
have completed pre-
scribed course and
demonstrated profi-
ciency. Requests for
competent men ex-
eeed supply.

a n c e developed by

practical execution of
Ing, color work, shading work is important,

and letter designing. Tou Personal instruction Don't Doubt — Ask for
are also taught gold-leaf valuable." "Thanks for Proof 1

lettering on glass. Each fulfillment of all Q^t <»" literature and

lesson is designed to promises." "Am samples. Ask about

bring out and develop pleased to recommend ?S£,t J',^^ ^""l' o?"":

TOUB ideas. This helps your School to anyone IbUitv to succeSfulS

to give originality and wishing to study this teach this business

Individuality to your branch of the art pro- Send today— NOW— lii

work. fession." falrneu to younelt.

jPetroit ^cHoot of ^etterin^

"Where Originality Counts"
1^. S. STBOXra, president and Instructor
1806 D.S.I.. Bid?. Detroit, Ulcli., XT. S. A.

Display Aten

I.ADM.

Corw/e ntion

, Oetroit

July 12-15

are earnesdy invited

to moot Mr. Strong
at BOOTH 15

C in center cf hall ) .
j^s well as pay a visit to our

^ salesroom

d2 Griswold St. /

TDetroii School of lettering.

Detroit Itlich.

Busy Display Men and card
writers tell us that our
Ready-to-Letter Cards are
wonderful time savers. Bet-
ter write for descriptive
booklet, now,

THE UCKNER COMPANY

108-110 W. Fifth Street
Cincinnati, O.

PAASCHE

Model "D"

Our New
Catalog

is filled with
clever new Ideas
for the card
writer and dis-
play man. Send
for It.

You Need One

of our Model "D" Air Brushes
to use in decorating your spring
windows. It will more than pay
for itself before the season is
over.

Paasche Air Brushes are made
in all sizes for every kind of
work. They are best for Show
Cards, Signs and Window Back-
groimds.

1229 Washlngrton Blvd. CHICAQO

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I Display Men — I

I Sid Kling |

I will see you at the |
I Convention in Detroit I

''Of course^' |

I Show Card Colors and |

j Cardwriters' Supplies |

I If you are not going to attend the Conven- |

I tion send for our Catalog and Color Cards. |

I WALLBRUNN, KLING ^ CO. |

I 327-29 So. Clark St., Chicago |

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/ saw it in the July "Merchants Record"— Page 7t

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ItlMIIIIHItmilltl^ ^IHTNHttKdrilNM

Want, For Sale, Etc. | | Jndex ^o .CAdvevtiser-s

I All Islotices under this Department, $1.50 each insertion |
I of 40 words or less, and 30 cents for each additional |

I 10 words. I

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HELP WANTED— Window Trimmer. Must be high grade trim-
mer, especially good in the Dry Goods and Ready To Wear. Good
salary for right man. Position open August 1st. State salary wanted,
give reference and submit photographs, also samples of card writing
with first letter. Address A. Livingston & tSons, South Side Square,
Bloomington, Illinois.

HELP WANTED^Display Manager Wanted. Sell your services
to one of the South's largest and most progressive shoe stores. An
opportunity is now offered to the young men who can qualify for the
position as advertising expert and window decorator for a shoe store
doing a large retail shoe business. $300.00 to the right man. State
full particulars in first letter. Address Guarantee Shoe Co., San
Antonio, Texas.

HIGH GRADE -BACKGRO'UNiD AND FLOORING FOR SALE—
Very reasonable. About 2,700 square feet decorative background (can-
vas and upson board) made by Bodine-Spanjer Co. of Chicago in dif-
ferent designs — Italian, Grecian, Japanese and EgyiJtian ; also about
1,100 square feet_ upson board flooring. These settings were in our
windows about six weeks, and are as good as new. Background is
about S'lO" high and each setting will average 16 feet long. For par-
ticulars write A. Allert, Display Manager, The Kleinhans Co., Buf-
falo, New York.

AIR BRUSH BLANKS
DISPLAY CARDS AND PRICE TICKETS

Agents send for stock list of 11x14 Stock Cards

150% Profit, 2,000 Designs, Over 200 Wordings

Convention Visitors, don't fail to call on us.

APEX SHOW CARD SERVICE
224 Cass Avenue Detroit, Mich.

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I WHEN YOU NEED SIGNS |

I Remember our new outfit consists of 6 indented backgrounds |

i in assorted colors and 12 inserts all for 7Sc. For general util- |

I ity nothing beats our Interchangeable Sign with 14 dozen let- i

I ters and figures. Complete, SOc. =

I F. & J. DONNELLY I

I 2S48 CORAL STREET, PHILADELPHIA, PA. |

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I Air Brush Stencil Designs]

i5 11x14 cut stencils with sketch of each, $5.00 1

I Can be used on different size cards. |

I Our Air Brush Colors won't clog the brush. |

I Let us send you circular of designs. i

IL. O. BUTCHER & BRO.^^^^S^^^J^SS.^'^ I

CHICAaO, IXiX..

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FOR WINDOWS AND BACKGROUNDS

Use Silk Plusbes. Velours, Felts, Cretonnes
Tapestries and Suniast Draperies

Write for Samples and Prices

F. A. RAUCH & CO.

410 South Market Street. CHICAGO. ILLINOIS

MR. WINDOW TRIMMER

We can furnish you with a service
of up-to-date ideas of New York's
best Window Displays & Interior views

Original Photographs 8x10 ins: of every line of merchandise
direct to you at SOc each

Central Photo Studios, 25 W. 42nd St., New York

Adier-Jones Co 55

American Lithographic Co 72

Apex Show Card Service 71

Art Window Shade Co 72

Artistic Wood Turning Works 68

Barlow-Kimnet Co Inside Front Cover

Baumann, L., & Company 11

Beaver Board Co 15

Bodine-Spanjer Co 6

Botanical Decorating Co Inside Back Cover

Butcher, L. O., & Bro 71

Compo-Board Company 2

Contents, Editorial 1

Curtis-Leger Fixture Company Back Cover

Daily, Bert L 59

Decorative Fixture Co 59

Decorators Supply Co 5

Detroit School of Lettering. .
DeVoe & Raynolds Co., Inc..

Dietz, E. C

Donnelly, F. & J

Doty & Scrimgeour Sales Co.

Elms & Sellon 67

Esterbrook Pen Mfg. Co 10

Feldman, L. A., Fixture Co 65

Frankel Display Fixture Co 67

French Wax Figure Co 3

Gasthoff, J. F., & Co.
Gebhardt. R. E., Co..

Flarrisburg Wax Figure Renovating Co 68, 69

Hecht Fixture Co 63

Hunt-Crawford Co 7

Imans Pierre 12

Instant Indelible Ink Co 71

Xa wneer Mfg. Co 63

Kichler, L. A., Co 68

Koester School, The 53

Lackner Co., The 70

Leon, Morris, Mfg. Co 61

Lyons, Hugh, & Co 2

McCallum Co 67

Melius & Cowley. , 4

Melzer, S. M., Co 72

Modern Artificial Flower Co 16

Modern Art Studios 17

Mutual Flower Co 68

National Decorative Co., Inc 69

Natural Plant Preservers Co 14

Netscherf, Frank 69

Newcomb, E. R 72

Onken, Oscar, Co...
Onli-Wa Fixture Co.

72
65

Paasche Air Brush Co 70

Palmenberg's, J. R., Sons, Inc 57

Pittsburgh Reflector and Illuminating Co 64

Rauch, F. A., Co.

Schack Artificial Flower Co. .8, Insert between 8 and 9

Service Artificial Flower Co 61

Sobels David, Sons 12

Stark Mills 13

Superior Brass & Fixture Co 9

Timberlake, J. B., &• Sons 72

Walbrunn, Kling & Co 70

Wants, For Sale, Etc 71

Welch-Wilmarth Companies 18

Window Decorative Works 72

Woodruff, D. W., & Co 69

/ saw it in the July "Merchants Record" — Page 71

HARDWOOD FLOORS

For Your Show Windows

Any carpenter can lay these floors
perfectly at a small cost.

Leading stores throughout the coun-
try have installed our beautiful hard-
wood floors. Send for our handsomely
colored catalog.

E. R. NEWCOMB

Telephone Harrison 7303

730 S. Wabash Ave. Chicago

Make Your Show Windows Pay Your Rent

Our Line of

Period

Display

Fixtures

Will Help

You Mcike

Effective

Window

Displays

Many Sales Are Made on the Sidewalk
New Catalogue No, 93 on Request

The Oscar Onken G).

3748 West
Fourth St

Cincinnati, OUo,
U. S. A.

S. M. MELZER CO.

Manufacturers of

Display ^x^OUR^

Fixtures ^^-^^SINESSIST^

-. ^CREASE YOUR. «>

'""For™. ^-lUSlHE^

Wax

Figures

Brass
Railings

915 Filbert Street

Philadelphia, Pa.

3115:

ELECTRIC
WELDED

jr^llilll!l|lnr~'^>illmi.i... i

Best and

Cheapest

Price

Card, Stands,

Easels, Etc.

"Jazon" Doll Stands
Adjustable 6 Sizes

No. 690

J. B. Timberlake & Sons, Mfrs.

JACKSON, MICH.

ONYjf,

v^ Anew, original
*" and effective paper
for artistic win-
^ dow decoration.

Use it in Your Show Windows

A perfect reproduction of the genuine stone, our onyx

paper is without doubt the most appropriate covering

for window backgrounds and floors, panels, column^

dividers, pedestals, draping stands, scenic frames,

units, flower boxes and other surfaces.

We also have a new paper that reproduces Circassian

Walnut perfectly.

In stock in convenient size in many beautiful colors

and patterns. Write for ...__..-.„,,-,.«/.«. ™„/, -<«

samples. AMERICAN LITHOGRAPHIC Ca

Now being used with I9tii ST. & 4tm AVE. NEW YORK
splendid results by lead-
ing display men through- ^_^_^^^^^^^^^^^^^^h^
out the country.

£111111

Creators of the Newest Ideas in

iiiill!s

I Valances and Panels I

I French Drape Valance a Specialty |

S Write today for our new catalogue and prices =

I THE WINDOW DECORATIVE WORKS |

= 12S0 W. Fourth Street. CLEVELAND. OHIO E

SllllllllilllilllllllllllllilllillllllllllllilllllllllllllllllilllillillilllJ?

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I The Economy Line I

Of Decorations for Fall

I Before choosing the decorations for your fall win- |

i dows, you will do well to inspect our new autumn i

1 line carefully. You will find our designs original and 1

I remarkably handsome, and our very moderate prices 1

I are sure to appeal to yon. 1

1 If our salesman does not call upon you, write for 1

1 samples, giving us an idea of your requirements. I

i We believe we can save you monev. |

I E. C. DIETZ I

I Successor to Wm. Buhrig Co., Established 1899 |
I 219 E. 34th Street New York |

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I Valances and Shades

I To Your Order for Your Fall Windows

I We are specialists in French Puffed Shades and can

§ ' offer exceptional values in this line. Send for our new

I catalog.

f ART WINDOW SHADE CO.

I 2838 Broadway CHICAGO

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/ saw it in the July "Merchants Record" — Page 71

Botanical Super Win-
dow Decorations
speak for themselves
more eloquently than
any advertising can.
They have a beauty
of form and richness
is
'own.

That is one reason
ivhy they are pre-
ferred by display men
of discrimination and
taste.

of coloring that
distinctlv their "

Display by Louis Weisgerber for Lord & Taylor, New York, Showing
Botanical Super Decorations

Magnificent is the only word that describes the Botanical line
of Super Decorations for fall. The designs are the best we
have yet offered and the colors are exquisite. You will see this
line at the I. A. D. M. Convention in Detroit if you attend the
meeting. When you see them you will understand why we are
enthusiastic. If you cannot attend the convention we will be
glad to send you our catalog or have a salesman call upon you.

The Botanical Decorating Co.

Manufacturers and Importers of Artificial Flowers and Deco-
rations. Designers and Builders of Super Window Furniture,

208 West Adams Street

Chicago

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllillllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllN

Something New in Curtis-Leger Forms

The Same Superior Quality with Better Prices

No. 7611

Narrow shoulder

suit form, espe-
cially desirable for
narrow shouldered
garments. Extensi-
ble on standard,
mounted on 10%
inch base, highly
finished.

Lifelike

This figure has been declared by experts to be the most lifelike wax lady
ever produced. S'he is modeled from life and the complexion, hair, eyes,
and pose are as real and beautiful as the living subject. The new arm
lifting, just developed by us, adds another important feature to the many
good gualities of our models. You are cordially invited to visit our
attractive Chicago show rooms, where a new innovation in arranging
displays permits you to make a careful and accurate selection.

We have a very complete line of l)athing suit forms, which will give

you maximum service.

Mail This Coupon

Curtis-Leger Fixture Co.:

Send us complete information, catalogue and prices on th<
D Dry Goods Stock. D Men's Apparel.

□ Infants' Wear. D Footwear.

We are especially interested in:

To. 7606

Cape shouldered

costume forms, ex-
tensible on stand-
ard, mounted on
10 Vo inch. base,
highly finished.
The best model
for all-around use.

items we check below;
D Women's Apparel.
D Music & Record Shop.

' -J^^ -i^^rV -f^^ --c^^ -i^fev i

G Sun Flower Skirt Rack
n Metal Display Fixture

□ Wood Period Fixtures

□ Glass Display Fixtures

□ Hubhead Coat Rack

□ C-M Extension Rack

□ V/all Case Hardware

□ Chicago Skirt Marker

□ Men's Coat Forms
n Boy's Forms

□ Ladies' Papier Mache Formi

□ Ccmponamel Forms

□ Wood-Compo Leg Forms

□ Wax Heads and Figures

□ Collapsible Wire Forms

□ Bronze Window Tablets

□ Bronze Signs

□ X-Ray Store Lighting

□ X-Ray Window Lighting

□ X-Ray Show and Wall Case
Lighting

□ Counter Color Matching
Lamp ThruDaLight

n V/indow Reachers

□ Cocoa Store Matting

□ Store Waste Baskets

□ Papier Mache Trimmings
for Backgrounds.

□ Papier Mache Display Nov-
elties

□ Men's Hangers

□ Women's j-jangcrs

□ Infants' Hangers

□ Special Tailored Valances

□ Continuous Design Valances

□ Vv/'irdow Rugs and Mats
n Show Window Flowers

□ Palms and Artificial Flow-
ers for Stores

□ Essex Shirt & Tie Racks

□ Shoe Chairs

□ Store Hent Wood Chair

□ Shoe Fitting Stools

□ Traveling Step Ladder

□ Shoe and Glove Measuring
Sticks

□ Window Trimmers' Ladders

□ Window Backgrounds

VALANCES

fj Send for our new fall Valance photos
and prices.

□ Triplicate Mirrors

□ Hand Mirrors
n Counter Mirrors

□ Silk Plush

□ Silk Velour

□ Window Novelties

□ Wearever Store Entrance
Mats

□ Background Display Fabrics

□ Window Floor Coverings

□ Wicker Flower Baskets

Name Address State and Town .

CURTIS-LEGER FIXTURE CO.

I 237 W. Jackson Rlvd.

K.ST. 1S69

Chicago =

/ »' ^ / tf ^

ZMerchants ^Record

CAukuSt, 1920

/ /

* ^1r\z "ly

a xr jc r^ x„ di

Containing a Complete Report of {he I. A. D. M. Convention, Detroit.

FIRST PRIZE! Enough Said.

VY/HEN the leading exponents of the Art of
^^ Display meet in Convention

1500 STRONG

When these artists and experts compete for ex-
cellence in Display Exhibits —
When, finally, this representative body pro-
nounces judgment —

THE
VERDICT

is one to be heeded.
It is with well justi-
fied pride that we
reproduce here a
photograph of the
Bridal Drape that
w^as awarded First
Prize at this notable
Convention.

Beside the finished
product of the artist-
displayman, that
won the approval of
his fellow workers, is
shown the wonder-
fully beautiful and
simple wax figure
upon which this mar-
velously attractive
Drape was executed.
It is one of the Man-
nequin Products —
famous the world
over.

How the astounding,
life-like realism of
this Display is se-
cured is worthy of a
few words. Fred
Johansen is an artist
to his finger tips, but
he had the material
to work with. The
result is true to life
because the model is
as perfect as a life
model.

Bridal Drape that won First Prize at the Convention of Displaymen,

Detroit, 1920. Executed by Fred Johansen, of A. Holthausen Co.,

Union Hill, N. J., on Barlow-Kimnet Co. Wax Figure.

New Uptown

Exhibition Rooms

Imperial Hotel Bldg.

1244B'd'w'yat32dSt.

This is the object sought in all Mannequin Prod-
ucts. They are designed and executed from live
models by sculptors of the highest standing.
They are not wax figures merely, — the sculptor
conceives and creates not only the grace and

charm of perfect form in the modeling, but with
true artist instinct he gives the pose of real life

which enables the

Displayman to trans-
form the figure by
his deft touches into
the finished life-like
result seen in the pic-
ture which won the
approval of over a
thousand experts.

It is worthy of men-
tion that this spirit
of the picture was
commented upon
by, and brought
forth the almost
unanimous approval
of every Displayman
present.

The gracefully in-
clined head, the
posed arm, the
buoyant, youthful
figure, disclose the
modest, blushing
bride, — almost the
bosom seems to
heave gently under
the spell of the per-
fect picture created.
This is the object we
strive for, and we do
obtain it in all
Barlow^-Kimnet Co.
Wax Figures. It is
their excellence
alone that has w^on
for them the distinc-
tion of being used in
the leading houses
of the world, by the
best Displaymen.

T24> Broadway
newYork

Makers of Famous Mannequin Products
The Display Forms

Factories

Holyoke, Mass.

New York City, N. Y.

gMe^chants Record
and Show Window

An lUustrated MontUy Journal for Merchants, Display Managers and Advertising Men.

Eastern Office

5001 Woolworth Bldfe.

New York City

Published by

TGKe Merchants Record Co.

Publication Office

5707 West Lake Street

Chicago

SUBSCRIPTION RATES

In advance, postage prepaid
United States, Canada, Merico and Cuba $3.00 a Year

AH Other Countries $4.00 a Year

ADVERTISING RATES

Classified advertisements $1.00 for five lines or less, (additional
lines 15 cents each) each insertion. Payable in advance.
Display rates furnished on application.

Direct all letters and make all remittances payable to the order of The Merchants Record Co., 5707 West
Lake Street, Chicago. Payments made to other than authorized collectors will not be recognized.

MEMBER CHICAGO TRADE PRESS ASSOCIATION

OFHCIAL ORGAN OF THE INTERNATIONAL ASSOCIATION OF DISPLAY MEN

Entered January 16, 1903, at Chicago, III., as second-class matter, under Act of Congress, March 3, 1879.

VOLUME XLVII

Contents for CAu^uSi, 1920

I. A. D. M. Program
Famed Artists on Program
Competitive Demonstrations Success
Address of Oscar Webber
Demonstration By Herman Frankenthal
Competitive Tests on Drapery
Mr. Fraser's Address . _ _
A. L. Powell on Li^htin^
Address By T. B. Mills -
Demonstration Feature By Paul Honore
Canadian Day Features - - .
Election of Officers . _ _

Number 2

Page

21
21
23
26
30
31
31
38
43
46
50
52

T. P. Jones' Address to Delegates --- 53

Entertainment Features ----------

Winners in I. A. D. M. Contest - -

Esterbrook Card Writing Contest --------

St. Paul the 1921 Convention City

Frankenthal Drapes for Convention Delegates -----

Manufacturers' Exposition _.-.

Merchants Record and Show Window Contest

Uotes from New York - . --

By F. F. Purdy

Pictorial Value of Window Displays - - - . . -

By Geo. A. Smith

The Merchant's Ma^ic Mirrors

By O. Wallace Davis

For Our Advertisers - - - - - --

56
58
60
61
62
64
76
77

Make Buyers
Out of Passersby

Hugh Lyons fixtures and forms are
built by master craftsmen — built to aid
you in attracting buyers inside your
store.

Hugh Lyons fixtures are found in the
better class of stores because they are
the work of men who thoroughly under-
stand the value of attracting attention.

Let us send you our catalogs showing
our complete line of fixtures and wax
and papier mache forms. Our supple-
mentary catalogs containing our period
designs will be mailed to you upon
request.

Hugh Lyons & Company

Make Buyers Out Of Passersby
Lansing - Michigan

NEW YOPK SALESROOM CHICAGO SALESROOM

35 W. 32 nd. STREET 234 S. FRANKLIN ST.

^Illlllllllilllllllllllllllllllllllllilllllllllllllllllllllllilllilllllllllllllllllll

I COMPO BOARD

E To get the desired effect (see illus-

= tration) and to build substantial, at-

E tractive, artistic show window back-

E grounds, nothing can take the place of

I COMPO-BOARD. Good plan to have

E a supply always on hand.

S Compo-Board is built with kiln-dried

S wood slats as a foundation, and must not be

E confused with substitutes of so-called board,

E w^hich are really nothing but pulp-paper or

E cardboard.

E Compo-Board comes four feet wide by 1

E to 1 8 feet long. It can be sawed in all di-

E rections without splitting. Compo-Board is

E not affected by heat or moisture, conse-

E quently will not warp, buckle or split.

S Send for sample of Compo-Board.

I Compo-Board Company

1404 LYNDALE AVE. NORTH
MINNEAPOLIS. MINNESOTA

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I saw it III the August "Merchants Record" — Page 2

BACKLESS GOWNS

can be shown on the new models of

French Wax Figures

As an example of the up-to-date nature of our product we show here
one of nearly a dozen new models in all wax above the waist line,
designed for showing the new low back gowns and sheer lingerie.
Every form in our line is strictly up-to-the-minute in style. This is the
only kind of form that will sell your better gowns at good prices.
There is a certain chic French Fashion touch to all our Wax that puts
them far ahead of any other American made line.

Have you seen our new

Combination Blouse Form and Pedestal

We are just as up-to-date in our line of Papier Mache Forms. Our
newest creation is a very practical combination of a Waist Form and
Pedestal — When the form is not in use you can use the pedestal which
is finished in beautiful relief design in Old Ivory. Write for descrip-
tive matter.

We want you to see our comprehensive exhibit taking up the entire
fourteenth, floor of the Medinah Building. Also send for our com-
plete Portfolio, illustrating and pricing our line.

THE FRENCH WAX FIGURE CO.

14th Floor Medinah Building, Chicago
FACTORY: 70 W. WATER STREET, MILWAUKEE, WISCONSIN

De Lux Glass Fixtures are designed for the Display Man who is hard to please

The above set of glass fixtures shows our new
fluted Colonial stand in assorted heights with
pleasing variety of glass shelves and heel rests.
This arrangement of fixtures shown here is ideal
for use in the long, narrow windows so common
in the modem style front. Just the thing for
showing all small wares, shoes, toilet goods, jew-
elry, novelties, bags, collars, etc., etc.

Write for our Complete Catalogue of
everything in Window Fixtures.

''MELCO"
De Lux

Glass Window

Fixtures

Glass fixtures, like diamonds, are
graded. Some are clear and pure,
some are clouded and poorly molded.
The difference between the clear and
clouded is that one make is pro-
tected from the fire and fumes,
while the other is not. Hence, the
difference in color. You will find
no mold mark or seams on Uelco De
Lux, neither will you find any dis-
colored or clouded glass. Melco Db
Lux is made by the new process.
Do not accept the inferior kind.
Get the best for less money.

VALANCES AND
WINDOW RUGS

Nothing adds so to the
appearance of your store
front as the use of val-
ances at the top of the
plate glass. We have an
unusually large line to
choose from at anti-prof-
iteering prices. We can
supply floor rugs to
match.

Melius & Cowley, Chicago

Entire 14th Floor Medinah Bldg.
Distributors for French Wax Figure Co.

I saw it in the August "Merchants Record" — Page 3

$100 a Day

That's the value many merchants
are placing upon their window
spaces in these modern times. It
is doubtful if you could rent the
best windows for that amount.

Placing such a value upon win-
dow space makes window decora-
tion well worth while. Attractive
window backgrounds, forms and
cutouts cost little compared with
the sales results. Your goods
shown in pleasant surroundings
are practically sold.

Beaver Board provides both back-

ground and displays. This sturdy
lumber product lends itself so
well to every type of window-
dressing requirement that it is
now kept in stock for ready use
by the best displaymen.

Besides sturdiness Beaver Board
will give you a perfect surface for
decoration. Backgrounds can be
quickly re-decorated and always
kept fresh and clean. You can
SAW IT, NAIL IT and BEND
IT. In the hands of skilled men
its possibilities are unlimited.

Write today for special literature.

THE BEAVER BOARD COMPANIES

Admimstration Offices, Buffalo, N. Y. ; Thorold, Ont., Canada; London, Eng.
Offices in principal cities of the United States and abroad.

Distributors and dealers everywhere

BEAVEI^

BOARD

You can't expect
Beaver Board re-
sults unless this
trademark is on
the back of the
board you buy:

FOR PERMANENT OR TEMPORARY^ BACKGROUNDS. CUTOUTS ANb*^SPLAys

/ jaw it in the August "Merchants Record" — Page 4

The fixffires
shown are
on Correct
Gothic
Lines

I saw it III the August "Merchants Record" — Page <

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I EFFICIENCY I

The success of any store can be measured by the efficiency em-
ployed in the building of all branches of its business.

Efficiency discounts uncertainty and chance — it overrides bad
luck,' guards against accident and reduces error to a minimum.
Efficiency commands opportunity and makes the most of it.

This does not apply to one department but to all departments —
to buying, selling, advertising, delivering. It applies especially to
window displays.

The show window represents the store's greatest advertising and
selling opportunity. If it fails in efficiency it is losing money just
as a poor lighting system or an inefficient sales force would lose
money for the store.

We can put efficiency — real one-hundred per cent selling
efficiency — into the windows of any store.

Our organization has back of it years of practical experience in
making windows more efficient for stores of all kinds and all
sizes, in large cities and small ones.

Art is our medium, but ours is a businesslike art that produces
results. It is the kind of art you can check ttp in your cash register.

Let us talk to you about your next formal displays — for Fall,
Christmas or Spring. Unless your windows are doing their duty
to the limit, we can make them more efficient.

Let us send you our catalogs — they're interesting.

DO NOT FAIL TO VISIT
OUR SHOW ROOMS AND
STUDIO WHEN IN
CHICAGO
To get U> our (tudloi, take
Larrabee 8t. car, on Dear-
bom St. (downtown) ; go
nortii, ttt off at Dlrlalon
St. and walk 1 block weft
to Chatham Court.

THE BODINE-SPANJER COMPANY

Designers and Manufacturers of Decorative Backgrounds
for Show Windows

1160 CHATHAM COURT

Phone Divertey 2585

CHICAGO

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I saw it in the August "Merchants Record" — Pag* 6

i^uiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

I Read What Mr. Carroll, Display Man- 1
I ager for the Montgomery Fair, Says of I

EZY-BILT

The Hunt-Crawford Co.,

Gentlemen:

My last order of Ezy-Bilt arrived in due time. I
want to thank you for being so prompt in shipping.

I consider Ezy-Bilt one of the best boards for Back-
Ground construction I ever used, not saying anything
about the time saving qualities as well as a labor
saver.

When you say Ezy-Bilt you say it all.

WM. A. CARROLL,

Dis. Mgr.

With Ezy-Bilt Window Board
your possibilities are unlimited.

Ezy-Bilt costs less than other
window boards and is easily con-
structed— no sawing required —
just cut it with a knife.

It can be used on both sides and
finished in any desired effect.

Does not bend, buckle, warp or
sag and requires no expensive car-
pentering.

A trial package will convince you
of its merits — Write for informa-
tion today.

Style week at Montgomery Fair with back-
ground constructed of Ezy-Bilt.

A background constructed by Mr. Carroll. E

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/ saw it in the August "Merchants Record" — Page 7

Real Prizes For Displaymen

THE manufacturers of STARTEX Crash Toweling realize that
window display has progressed from the mere showing of
merchandise to a perfection of arrangement only to be achieved
by a skillful artist. We believe also that STARTEX Crash Towel-
ing and Towels will lend themselves to effective display. So in
order to enlist the interest and assistance of the best display talent
in the country a number of desirable prizes are offered
for Startex windows.

The Prizes

1st Prize— $125.00 Twenty Jewel Gold Watch
2nd Prize— $105.00 Chest of Silver
3rd Prize— $ 62.00 Chest of Silver

Ten prizes consisting of a $10.00 gold piece
each for the next ten displays in order of merit.

Conditions of the Contest

Three well-known display men will act as Startex Toweling together with its practical
judges and will make their awards from uses. The degree of impression on the passer-
photographs submitted by the contestants, by will be a factor.
Each picture must be of a window placed be-
tween July 1st, 1920, and March 1st, 1921. All <\ /i f Ti hi f
photographs must be in our hands by March o€nCl jOf ij00k16T
15th, 1921, and all signs or marks of identifi- Photographs of the prizes and full particu-
cation on photographs must be removed or j^^s of the contest together with suggested
covered. The photograph is to be signed with displays are contained in a speciallv prepared
a fictitious name. The real name of the con- booklet. The booklet will be sent 'anywhere,
testant is to be placed in a plain envelope, f^^g^ ^n application to T. Spencer Turner Co..
sealed, and the fictitious name written on the z^^ Worth Street New York City
outside. A description of the display must be '

printed or pasted on the back of each photo- „, . ^ , . ^ ^ ■ c^ ^

graph submitted. This contest is open to stores carrying Startex

at the time the competition was originally

In making their awards the judges will con- announced. Startex, however, is very likely

sider careful arrangement, orderliness, efifec- handled by your linen and toweling or domestic

tiveness, selling power and any original ideas departments, as over 4,000,000 yards have been

in graphically demonstrating the merits of distributed during the past year.

Stark Mills, Manchester, N. H.
international cotton mills

J. SPENCER TURNER CO. ... - SELLING AGENCY
56 WORTH STREET -:- -:- -:- - :- -:- -:- -:- NEW YORK CITY

/ saw it in the August "Merchants Record" — Page S

For Your Fall Decorations —

See Schack's Wonderful New Catalog]

You will find it filled with brand new ideas that
will appeal to your artistic sense as well as to your
practical ideas of economy.

Schack's
1920

Fall Flower
Book

in colors

Our Autumn catalog shows in colors the |

splendid line of new Fall Decorations w^e |

are offering this season. |

These decorations are the most beauti- |

ful, most gorgeous, most original ever |

shown, and still — Schack's decorations |

cost only one- third to one-half as much |

as other decorations! Our catalog will |

convince you. 1

Write for this Fall Catalog at once because:
first:

second:

third:
fourth:

fifth:
sixth:

— be sure to
secure
your copy;
write today!

Schack's New Fall Flower Book is the largest catalog — pub-
lished by the largest manufacturers in their line.

It is the only catalog that enables you to select harmonious
and definite color combinations — Schack's original Color Key
Plate is the new feature!

It contains over six hundred suggestions for the displayman,
hundreds of illustrations in colors, the most complete line of
baskets and vases.

It shows you how to build your own backgrounds, how to
decorate a float and how to save money.

It will prove to you that Schack's decorations, made exclu-
sively of high grade paper, are superior in color effect and
decorative quality.

Schack's 1920 Fall Catalog is brim full of new ideas, and —
IT IS FREE FOR THE ASKING!

Send today for this valuable book

THE SCHACK ARTIFICIAL FLOWER CO,

1739-1741 N. Milwaukee Ave. Chicago, Illinois

1
1

/ saw it in the August "Merchants Record" — Page 9

Decorations that will please

the most fastidious display man

the most careful judge of values

If you attended the L A, D. M. Convention in Detroit you
know we offered a wonderful selection of decorations at prices
lower than those of any other dealer.

If you did not attend the convention the prices quoted below
will give you an idea of the money you can save through us.
Read this list of prices — then send in your order for fall.

Metallic Bronzed Beech Sprays. In the autumn shades of green, red, blue, and purple
bronzed finish, or combination tints. Extra selected stock. Size of sprays from 24x45
to 30x60 in. Per dozen sprays, $6.50; per gross sprays, $75.00.

Metallic Bronzed Beech Garlands. In any length desired; in autumn shades of green, red,
blue, or purple bronzed finish, or combination tints. Per dozen garlands, $5.50; per gross
garlands, $55.00.

Can also furnish red metallic beech wreaths, any size desired, for your Christmais displasrs.
No. 2014. Chrysanthemums. 24-inch stem, in beautiful autumn tints or solid colors. Per
dozen, $0.85; per gross, $9.00.

No. 2016. Chrysanthemums. 36-inch stem, in beautiful autumn tints or solid colors. Per
dozen, $1.75; per gross, $18.00.

No. 586. Chrysanthemum Vine, with twelve leaves and three flowers. Flowers in beautiful
autumn tints or solid colors. Per dozen vines, $3.25; per gross vines, $32.50.

Grape, Maple, and Oak Vines, twelve — three size leaves, in beautiful autumn tints. The
best on the market. Ask for sample and compare with others. Per dozen, $1.25; per
gross, $15.00.

SPECIAL. Our Famous No. 9026 Tissue Oak Foliage, in autumn tints or any special color.
Just the thing for large interior decorations, per dozen, $1.50; per gross, $15.00.

FLORAL PARADE DECORATIONS

We have the largest and most complete line of Floral Parade Decorations and our prices are
right. Do not forget us when you have a parade. Quality and prices count Write for
our floral parade catalogue.

J. F. Gasthoff & Company

Leading Manufacturers of Artificial Flowers and Decorative Supplies

Danville, Illinois

/ saw it in the August "Merchants Record" — Page lo

I MESSMORE & DAMON'S |

I High Class Displays at the Detroit Convention |

These illustrations will call your attention to the wonderful line of papier mache we manu-
facture for window and store decoration.

Above are shown some of our delightfully quaint and humorous animals designed in the new art style.
These include Pink Pigs, Green Elephants, Blue Goats, and other queer beasts that will delight the
youngsters, in your holiday window or toy department.

Among our mechanical pieces are the Shimmying Santa, the Trained Seal, the Juggling Monkey and
other attractions that will draw big crowds.

Below are shown some of our wonderful decorative designs that have no equal.

Color Scheme used on our decorations complement the groods displayed.

I Messmore & Damon, Inc., 363 Ninth Avenue, New York

/ saw it in the August "Merchants Record" — Page ri

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G/lrtistic Parisian Wax Fig,ures |
and Forms I

PIERRE IMANS |

Sculptor and Modeler in Wax |

CHEVALIER OF THE LEGION OF HONOR |

Panama-Pacific Exposition, San Francisco, 1915, Hors Concours |
In order to obtain perfect wax figures, see that my signature is |
stamped in the wax. |

Do not buy wax figures before having consulted my catalogue. t

Illiistrated Catalogue No. 24 Free |

Orders received through the medium, of Paris Commission House I

I
I

Packing Guaranteed Commission Elxport |

lOIRUE DE CRUSSOL. PARIS. FRANCE |

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You Should Send for Our Price List and Booklet of
Wm. & Mary — Colonial and Plain Wood or Metal Fixtures

note: — All connecting
parts of our fixtures are
put together with metal
jointed construction, giv-
ing much additional
strength and added life
to the fixture.

No. C400 — Diamond shirt
stand. 12 in. x 12 in. top,
18 inches high, for shirts,
underwear, pajamas, hosiery
and neckwear displays.
Price $3.50

No. C401 — Boxed goods or shirt stand.
7 in. X 14 in. top, 12 or 18 inches high.
Price $3.50

Send for booklets of our
complete line

Finished in any

color. Oak or Ma-

hoganj;, or any

special finish.

Moms Leon Mfg. Co.

7119 N. CLARK ST.,
CHICAGO, ILL.

No. C402 — Plateau for Unit
Displays.

Height 12 in., top 8 in x
14 in $4.00

Height 18 in., top 8 in. x
14 in $4.50

No. C403 — Colonial Pedestals.

12 in. high $3.

18 in. high 3.

24 in. high *■

30 in. high 4.

36 in. high S.

All orders sent in now
insure prompt attention

I .sjic If in the August "Merchants Record" — Page 12

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I FALL DECORATIONS |

I A Few of Our Favorites I

No. 31012. Grape Tine.

leaves. Per dozen yards. . .

No. 31027. G-rape Vine.

leaves. Per dozen yards. . .

12 fine autumn colored

$1.80

Same as above, all green
$1.20

Shipping weight, 3 lbs.

No. 31014. Grape Vine. With 2 beautiful clusters of
large grapes in blue, green or red. Each, yard. .. .$0.75
Shipping weight, 4 lbs.

No. 31081. American Oak Vine. 12 large beautiful
autumn colored oak leaves to yard. Dozen yards. .$1.80

No. 34451. Same as above, all green leaves. Per

dozen yards $1.50

Shipping weight. 4 lbs.

Droopingr Grape Bouquet ^

No. 33169. A Beauty indeed, as to design as well as Bose £«af Vines.

color effect. One monster cluster of grapes is actually ko. 34473. Large autumn tinted leaves. Per dozen

surrounded or covered up by numerous streamers of yards $1.80

autumn tinted grape leaves, thus forming a pattern ya^°s ^**'''*" . ^^"^^^ . . !"^'^. . ""*^^ leaves. Per do^z^

which has been a favorite since its introduction. The no. 34475. Large fireproof autumn "tinted leaves^ Per

complete piece measures about 5 feet in length, and dozen yards $1.80

^«oto nniir stA Bn Wo. 34476. Large white fireproof leaves. Per dozen

cosis oniy v*.au yards $1.80

No. 33168. Same without grape cluster 3.00 No. 34478. Large green leaves. Per doz. yds.... 2.40

Above Prices Are Net.

Complete Autumn line shown in Catalog 353

Write for it.

^ Estate

= 12 N. Michigan Ave., 5

I CHICAGO, ILL. I

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/ saw it in the August "Merchants Record" — Page 13

/QUALITY is the predominating impres-
^^ sion invariably created by our
decorations. They impress you at first
glance as being different and unusual —
and the more you examine them, the
more you appreciate their rare beauty
and individual charm.

The high character of our decorations
is due to the constant cooperation of our
exceptionally competent designers, and
the rare taste and skill employed in
the making of every design we turn out.

Our decorative designs will be used in
the Autumn and Holiday displays in
hundreds of the best stores of America
this season in New York, Chicago,
St Louis, Philadelphia and dozens of
other great cities.

If you have not yet had an opportunity
of examining our decorations and com-
paring them with others, write us at once.

Our salesmen cover the United States
and Canada and will be glad to
call upon you.

The Natural Plant Preservers Co.

233 Fifth Avenue -:- -:- New York

Northwest Corner of Fifth Avenue and 27th Street

I saw it in the Auffiist "Merchants Record" — Page 14

SERIES B1151

M WKy worry and spend your valuable time building Autumn m

■ exhibit backgrounds, when you can have delivered to you m

g ready for installation and on time our Supreme Decorative J

m Productions. ■

g If you are seeking character, economy and service, J

m buy our background, Series B 1151 as here above H

m illustrated, 7/^4 feet hi^h, 10 feet lon^, constructed H

I of wall board, lumber and canvas, with full decor- ■

m ative relief which will qualify completly for one of B

H the finest showings you evei~ had. H

I Specially Priced at $50.00 j

B A complete treatment for all your windows can be worked out ■

= with this design. Our different color schemes and scenes for H

B each window will be furnished as per your requirements. 3

B Orders for positive delivery on early openings must be sent to us B

H immediately. Don't delay. Send your verified order today. H

i THE MODERN ART STUDIOS I

■ 431 NORTH CLARK STREET

CHICAGO ■

/ saw it in the August "Merchants Record" — Page 15

:i zw^ ■] s(*j Ti tnw : I L^±Tci«

DAYLIGHT LAMP

SHOWS COLORS IN THEIR
TRUE VALUES

Gives you Daylight on your Counters

FREE TRIAL OFFER

To responsible merchants we will send one unit
with the privilege of return if for any reason i
does not meet with your approval.
If it doesn't do all we claim, send it back

Complete unit, 22 inches high, ready to install, with silk cord and standard plug,
$12.00 each, f. o. b. Chicago. Canada, $15.00.

1. L. BRADFORD & COMPANY

STORE DISPLAY FIXTURES— SEND FOR LATEST CATALOG

178 W. Jackson Blvd. Room 818, Medinah Bldg., Chicago

1} TW^ t] =[•] Ti ■n« : I c^^Tci*

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New
Superior
Creation
Made of

Genuine American

Walnut. Mahogany.

Oak— any finish.

In
Workmanship

and

Design This

Fixture

Unsurpassed

The bases are
graceful In shape
and the standards
an o«tagon shape

Write For Cat-
alogue Showing
Our Complete
Line.

Superior **Royar' Design

Special

Offer for

August

Only

This Superior
"Royal Ou;flt"

$100.00

Consists of

2 collar stands. $ 12
2 hat stands.. 12
2 tee stands. . 12
I coat form.
Jersey cov-
ered 15

I pedestal. 16" 12
I plateau. 8x

12x24 22

I clothing stand 10

I overcoat stand II

I cane block. . 5
I card stand.

7x11 6

ToUl $117

All for the
Special Price —

$100.00

For the month of
August only.

SUPERIOR BRASS & FIXTURE COMPANY

31S.318 W. JACKSON BIiTD

"AMEBXCA'S ONX^Y COUPXiETE STOKE OUTrXTTE&S"

CKXCAOO, XXA.

/ sate it in the August "Merchants Record" — Page l6

No. Ej6i — Aster Festoon. Size, 6 feet over all zvith 24-
inch drop. Comes in five pieces. An excellent back-
ground or ledge decoration. Flowers any color. Foliage
in green or Fall tints. Each $4.00.

BETTER DISPLAY for LESS MONEY

is the name of our FALL CATALOG
because we know the big factor in plan-
ning your Fall Displays is going to be
PRICE — and we know that for that price
you must have a QUALITY that is befit-
ting a good display.

SERVICE FLOWERS

are a combination of both of these
important factors and we can
safely say that our prices are
from one-third to one-fourth of
the imported merchandise; prices
and the quality are of the best.

CONVINCE YOURSELF

by making a comparison of prices
and quality of our decorations
with all others because we feel
confident that if you do this you
will join the ranks of Satisfied
Service Customers.

No. E564 — Poppy and Adi-
antum Spray. — Here is a
novel combination of a tis-
sue poppy combined with
beautiful green adiantums.
Size 24x18 inches. Each
$1.50. Doz. $15.00.

Your Copy of Our Catalog
BETTER DISPLAY

for
LESS MONEY
Contains hundreds of il-
lustrations of better mer-
chandise at the right
price.

IT'S FREE— WRITE
TODAY

SERVICE

ARTIFICIAL FLOWER CO.

1307-1309 Clybourn Ave.
Chicago

NO.E526— Rose
Vine. Roses
well made, in
two tones of
crepe paper.
Leaves in green
or fall colors.
Length, 36 in.
Each, 60c ; doz-
en, $6.00.

I saw it in the August "Merchants Record" — Paoe n

"The Display Manager's Hand-
book of Egyptian Decoration Is
Worth Its Weight in Gold"

That sums up the opinion of those who
have been using this very valuable book. It
will help YOU with your background prob-
lems, it will show you how to design new
and artistic window decorations; it will ma-
terially assist you in a hundred different
ways. It is bound to become one of the
classics of the displayman's library.

You need this valuable
book in your daily work

It will save you hours of time, vainly search-
ing for ideas — it is the most concise and
authoritative work on period background.
The keyed color chart alone is worth many
times the price of the book. It will enlarge
the scope of your work — will open up new
and unthought of possibilities in display.

Fill out the coupon today
for a FREE examination.

It costs vou absolutely nothing to examine
this wonderful book at our expense. If you
are not thoroughly satisfied that it is worth
many times the price return it within five
days. No questions will be asked.

Without ob-
ligation send
me a copy of
"The Display
Manager's Hand-
book," Egyptian Series.
I agree to remit Five Dol-
lars for the book or return it
within five days.

Name

Address

City

State

I saw it in the August "Merchants Record" — Pagi s8

1 saw it in the August "Merchants Record" — Page lo

jiV'-tPTs-i

■¥ m

it-.: ^'-h

Entrance to Millinery Department in New Fur Store of John T. Shayne Co., Michigan Ave., Chicago, III.

Intensive Merchandising

GOODS do not sell themselves — any more than crops multiply without cultivation.
Intensive merchandising — like intensive farming — brings much greater returns on
the same capital.

What do you estimate is the biggest asset of your store — right now? Your service?
Your stock? Your advertising? Your location Your store front? They all contribute
to your success.

The Welch- Wilmarth Companies

Grand Rapids, Mich., U. S. A.

Chicago
Pittsburgh

BRANCH OFFICES:

Boston New York Philadelphia

St. Louis

Minneapolis

Salt Lake City

Eiil

/ sav) it in the August "Merchants Record" — Page 20

MERCHANTS RECORD
and SHOW WINDOW

VOLUME XLVII
NUMBER 2

AUGUST, 1920

Single Copies
Thirty-five Cents

The I. A. D. 24. Convention

Twenty-third annual meeting greatest educational event in history of display man's organi-
zation— World's best artists on program — Manufacturers' Exposition
most pretentious ever staged — Report of proceedings

LEADING display artists from every state in the
union, and representatives of the profession
from Canada and England were present at De-
troit, July 12-15, wrhere the International Association
of Display Men met in its 23d annual convention.
More than a thousand leaders in the greatest selling
factor of retail advertising were present to take part
in the greatest educational event in the history of
this great organization, and the benefits derived from
this meeting will be far greater in scope and value
than those obtained from the educational features
presented at any previous convention of the I. A.
D. M. For four days every waking moment was
occupied with instructive features intended for the
advancement for the individual display man and the
betterment and development of the general profes-
sion. A most pretentious program was successfully
presented and carried through without an annoying
mterruption. From the opening of the first session
on Monday morning, July 12, until the adjournment
on the afternoon of July 15, not a dull moment was
experienced, and on departing the Auto city it was
the enthusiastic and unanimous verdict that the 23d
annual convention of the I. A. D. M. was the great-
est success in the life of the display man's asso-
ciation.

Triumph of C. F. Wendel

While the success of the event may be attributed
iri great measure to the calibre of the men having
places on the program, it was the effort of Charles
F. Wendel, assisted by L. A. Rogers and members
of the Detroit Association of Display Men, that
made this success possible, and never before has a
program committee accomplished more than the
one at the head of which was Charlie Wendel, dis-

play manager for the J. L. Hudson Company, De-
troit, and the one which staged this greatest of all
conventions. Never before has such a galaxy of dis-
play experts been together under the same roof,
and the world's greatest mingled friendly with the
delegates from small towns from far distant points.
Always were these famed artists ready to offer as-
sistance to fellow display men of less renown. With
keen interest and undivided attention did these
greats witness the demonstrations and listen to the
talks on display and merchandising problems, and
all were free to admit that they learned much —
proving the statement of Walter E. Zenitzsch that
"no man is too big or too little to be a member of
the I. A. D. M., and today no display man can af-
ford to miss the advantages afforded through af-
filiation with that Association.

Famed Artists Demonstrate

Among the world famed artists having places on
the program were Herman Frankenthal, display
manager for B. Altman & Company, New York,
and generally known as the "dean of the display
profession" ; Arthur V. Eraser, display manager for
Marshall Field & Company, Chicago, recognized
throughout the world as the greatest display artist
of all time; Homer H. Seay, display manager for
Walker Dry Goods Company, Charleston, W. Va.,
an expert of national importance and one of the six
display champions in the world ; Raymond T. Whit-
nah, Crosby Bros., Topeka, Kan., another champion
and man of national fame ; Paul Honore, artist,
known throughout the citvilized world, and whose
painted tapestries are at present creating a sensa-
tion throughout the country ; L. E. Weisgerber, dis-
play manager for Lord & Taylor, New York City;

Copyri&ht, 1920, hy the Merchants Record Co., Chicago— Permission is necessary for revmntin^ lon& extracts or reproducing eniravfji^; hut editors are welcome to
use not inore than one-third of any article provided credit is Siven at he&inninS or ol end, thus — "From the Merchants Record und Show Wirulow, CTiicofto."

A Part of the Great Crowd of Twelve Hundred Display Men and Manufacturers' Representatu'es

E. J. Berg, ex-president and display manager for
Burgess-Nash Company, Omaha, Neb., Edw. N.
Goldsman, display manager for Selfridge's, London,
and President of the British Association of Display
Men, and the many equally great artists who as-
sisted in the competitive demonstrations.

The Greatest Manufacturers' Exposition
Assisting in great measure in the success of the
big aftair was the really remarkable manufacturers'
and dealers' exposition, always a feature of I. A.
D. M. conventions, but this year bigger and better
than ever before. No less than seventy-five booths
were constructed on the main floor and, adorned in
beauty, presented every conceivable item of store
and window equipment and decoratives. The im-
portance of the manufacturers' and dealers' expo-
sition may be judged from the description in anoth-
er section of this report.

The usual election interest and excitement pre-
vailed, and many novel and effective campaign meth-
ods were introduced, the greatest hit being in the
form of candidate and convention city publicity mat-
ter being introduced by Clement Kieffer Jr., Buf-
falo, candidate for president, and Howard E. Bart-
lett, whose material was advantageously utilized in
the voting on the 1921 convention city. At noon,
Wednesday, the day of elections, a sixteen page
edition of a Bufifalo daily was distributed by news-
boys to all attendants in convention hall. The en-
tire front page was devoted to articles, cartoons,
portraits, all in support of Mr. Kiefifer for the office
of president. Mr. Bartlctt's hit was an eight-page
edition of the St. Paul Dispatch, replete with fea-
ture articles and illustrations designed to impress
upon all readers the advantages of St, Paul as a
meeting place in 1921 for the I. A. D. M. St. Paul
was successful in its contest for the 1921 convention
city and the efforts of H. E. Bartlett, Ben J. Mill-

ward, Dick Myers, "Bill" Hinks and others for the
Twin Cities were so resultful that Kansas City,
Buffalo, Pittsburgh and Chicago were far in the
rear when all the votes had been recorded. The
St. Paul campaign managers had launched a cam-
paign several months ago and by means of a most
energetic and appropriate publicity matter, together
with the support of the merchants of St. Paul and
Minneapolis, had practically secured the 1921
meeting before the convention had been called to or-
der. However, the St. Paul men continued their
eflfective work and thus St. Paul went over in a
walk-away contest. To the big three, Millward,
Bartlett and Myers, goes the lion's share in this vic-
tory.

Election Activity
Spirited campaigns marked the contests for the
offices of president and secretary, while unusual in-
terest and activity were manifested in the offices
of first, second and third vice-president. Clement
Kieffer Jr., display manager for C. A. Weed & Co.,
Buffalo, was early in the field for president, and came
to Detroit with the endorsement of several local
associations as well as many individuals. L. F.
Dittmar, display manager for Rike-Kumler Com-
pany, Dayton, Ohio, was also early in the race, but
no sooner had the convention got under way than
the remarkable work of Charles F. Wendel in stag-
ing the 1920 event manifested itself to all present,
a fact together with the known ability and execu-
tive force of the man cieated a spontaneous demand
for Wendel as the next president of the I. A. D. M.
Though Mr. Wendel took no active part in the move-
ment, his candidacy was quickly and enthusiastically
championed by hundreds of delegates. Playing a
leading role in the campaign to put Mr. Wendel in
the president's chair was the Detroit Association
of Display Men, every one of its eighty-four mem-

IN Attendance at the 23rd Annual Convention of the I. A. D. M., Held at the Arcadia, Detroit, July 12-15.

bers becoming active in the movement to elect the
Detroit man to the highest honor within the power
of the I. A. D. M. Mr. Kieffer Jr., from the start
conducted an energetic and clean contest, and it
was early evident that the real fight was between
Kieffer and Wendel, with Mr. Dittmar running in
third place. On Wednesday morning, the day of
the voting, Mr. Dittmar withdrew from the con-
test, releasing his pledged votes without instruc-
tions. After the casting of the heaviest ballot in the
history of I. A. D. M. elections, C. F. Wendel was
declared the winner. Of the defeated Mr. Kiefifer
it may be said that he made a grand contest and in
defeat is one of the real progressive and capable
men of the association. He was first to congratulate
Mr. Wendel and oflfer his support to the new presi-
dent in the many duties involved in the conduct of
the office and the development of the Association.
Duey Re-elected Secretary
Two of the best known members of the I. A. D. M.
and artists of national fame, were principals in the
contest for the office of secretary, and incidentally
it was the second time in two years that these men
tary, T. Guy Duey, display manager for Wurz-
have competed for the office. The present secre-
burg's Dry Goods Company, Grand Rapids, Mich.,
was opposed by William H. Hinks, former treasurer
of the association, and display manager fo^ J. W.
Thomas & Company, Minneapolis. After a keen,
but friendly contest, Mr. Duey was returned the
victor. Contests featured the voting on other offi-
cers, particularly the three-cornered fight for the
office of first vice-president, where Edw. K. Lum-
mus, Almy's, Montreal, Homer H. Seay, Walker
Dry Goods Company, Charleston, W. Va., and Carl
Goettmann, Joseph Home & Co., Pittsburgh, were
contestants. Mr. j^ummus was returned the win-
ner over Homer H. Seay by the narrow margin of

eleven votes. Karl M. Amdahl, the Palace, Spo-
kane, Washington, was the winner of the second
vice-president's office, and G. R. Macgregor, The
Hudson Bay Co., Winnipeg, Canada, was elected
third vice-president.

Competitive Demonstrations Success
The competitive demonstration feature, intro-
duced for the first time by Charles F. Wendel, was
a pronounced success and every seat in the con-
vention hall was occupied while these interesting
and instructive numbers were in progress. These
competitions were under the direction of John
Loock, merchandise manager for George's, Buffalo,
and one of the most capable as well as popular mem-
bers of the association. With John on the job, there
were no delays.

Of unusual interest was the competition for ex-
hibiting manufacturers and dealers for the prize
awarded for the best decorative set piece or unit,
and in this competition the Adler- Jones Company,
Chicago, was the winner in walk-away fashion.

The 23d convention was called to order at 10
o'clock, Monday, July 12, by President E. Dudley
Pierce, who immediately called on the Reverend
W. E. Bowyer to ofifer prayer. Following Rev. Mr.
Bowyer came selections by The J. L. Hudson Com-
pany Male Quartette, the delegates evidencing gen-
uine appreciation and enthusiasm for the remark-
able fine entertainment afforded by the vocal artists.

Monday Morning Session

The first business session was then opened with
the following remarks by President Pierce:

The President: We will come to order now. Ladies
and gentlemen, I am now going to declare the twenty-
third annual meeting of the International Association of
Display Men open for the transaction of business and
educational work. You know, I feel proud this morning,
in fact, very proud, for this is the second time I have had

Charles F. Wendel, President T. Guy Duey,

the privilege to preside at this organization, and I want
to extend to each and every one of you a hearty welcome
personally, and I would like for you to mix up and hand-
shake and get acquainted. I am proud because I have
had the privilege again of meeting a lot of my old ac-
quaintances and gained a lot of new friends, and I am
very proud indeed for the wonderful exhibits that the
manufacturers are giving us this year, and I am very
'proud indeed for the wonderful accomplishment of the
Detroit display boys.

With these few words I am going to introduce the
next speaker. It now gives me great pleasure to intro-
duce to you Mr. G. A. Walters, Deputy Commissioner of
Police, representing the Honorable James Couzens, Mayor
of Detroit.

The Honorable James Couzens, mayor of De-
troit, was to have extended Detroit's welcome to
the convention delegates, but was confined to the
hospital. In his place he delegated G. A. Walters,
deputy commissioner of police. Mr. Walters in
extending the welcome made the boys feel that
Detroit was a most hospitable city, and that the
Auto City was honored to have the 23d annual
convention of the International Association of Dis-
play Men. Mr. Walters' address of welcome :

Mr. President, Ladies and Gentlemen: I can readily
appreciate the pride which your presiding officer feels in
presiding over a gathering of this kind, and we share
in the pleasure that he feels in welcoming you to the
city of Dtroit. There are many things that make us feel
proud of having the window display men convene in the
city of Detroit, and that I will touch on briefly later.

First, I want to express my regrets that the mayor,
Honorable James Couzens, could not be here to look into
your countenances as I do, and to get in closer commu-
nication with your organization which has been such a
potent factor in the welfare of this country as well as in
commercialism. The mayor unfortunately is confined to
the hospital, and then next after him they asked Com-
missioner Inches to come to this meeting, but he was
delayed so that it was impossible for him to come; so I
am the humble pinch hitter on this occasion and I am
glad of it.

During the war, everywhere they looked for help and
the window display men were there; they gave everything

Secretary

L. A. Rogers, Treasurer

to that patriotism, that loyalty, so that everywhere you
passed along the streets of the city of Detroit and other
cities you went into, that expression of that loyalty which
they felt was given there in those wonderful windows,
which gives the expression for the artistic mind, and that
gives that tone to commercialism. No space was con-
sidered too valuable to be used in the interests of our
great country, and wonderful was it in the effect that it
had in recruiting soldiers and sailors and in the conserva-
tion of food, and in inducing people to feel a more lively
interest in subscribing to Liberty Bonds and various other
things that appealed to the public at large. You con-
sidred no space too valuable to have room for the Ameri-
can flag, and you used mottoes and slogans that thrilled
the people of this republic of the great United States. So
that your work was inost potent and most highly beneficial
in connection with the war. No words I could express
could give adequate significance to your achievements in
that respect. It was really remarkable that everywhere
you went along the streets of the city of Detroit and in
numerous other cities that it was my privilege to be in,
that there I saw the arts and the skill and the impor-
tance of the window display men revealed in a way that
was most potent in its results.

Now, it is not my intention to say anything extensive
here because you have come from a distance and you
have important matters to take care of, but I merely want
with these few inadequate words to let you know some-
thing of the appreciation which this city of one million
people feels toward you as expressed through his honor,
the mayor, and the humble spokesman on this occasion.

Now, that is what I have in mind to convey to you,
the wonderful results that were obtained through your
efforts so willingly given as everywhere revealed. I know
your growth has been remarkable. I understand that in
1908 there were some forty-five delegates here in the city
of Detroit. We were ourselves then but a little village,
but we have grown rapidly: This dynamic growth of
Detroit has been m'ost marvelous and there has been
growth in the other cities around the country. Cleve-
land has been keeping up with us, and St. Louis, and we
had a hot time becoming the fourth city of the country.
Now, the window display men have helped to build up
the interest there is in the cities, and you have helped to
build up Detroit, you Detroit window display men. You
have ail had a wonderful influence for betterment in the

Edw. K. Lummus, 1st Vice-President Karl M. Amdahl, 2nd Vice-President B. F. Millward, Chr. Program Comm.

downright commercialism and the art that has been woven
into that.

Now, I want to renew the welcome the mayor ex-
tends to you, and I want to invite any of you who have
time to come down to Police Headquarters. We think
we have a good police department, and we will give you
all the attention we can while you are here. We wel-
come you. (Applause.)

Mr. Millward' s Response

Ben. F. Millward, display manager for Mann-
heimer Bros., St. Paul, Minnesota, and one of the
most energetic and best known workers for asso-
ciation development, responded to the address of
welcome.

MR. MILLWARD: Ladies and Gentlemen, I am
proud this morning that I am a display man. I never
was more proud in my life as when I sat here on this
platform and looked over the assembly and the members
we have here this morning. It gives me great pleasure
on behalf of the International Association to reply to the
many expressions of sincere welcome which we have
heard here this morning. I want to say most emphat-
ically that we are very glad to be here in this beautiful,
wonderful city, and to partake of the many opportunities
which Detroit has as a convention city.

I cannot help at this time but look back some tweniy-
two years when I attended the convention when there
were, I think, fifty-nine members present the first day,
and I think we had eight or ten come in the following
day. There were no such demonstrations or exhibits as you
will see at this convention. What a wonderful change has
taken place since that time. Have you ever stopped to
think what this organization has been in the evolution of
window display from the overcrowded window with the
spectacular background up to the present dignified, effi-
cient, sales-making displays as we have today? Have
you ever stopped to realize what this association has
meant in that evolution and the influence it has had in a
commercial and financial way? Not only have the newer
methods of display brought better results financially, but
they have elevated and beautified selling by creating a
desire for better things in life, and that is our job, and
we are putting it over; we are putting it over in every

city. I wonder if we appreciate the possibilities of our
profession? I sometimes doubt it. We do not take our-
selves at times seriously enough, but I want to tell you
mien the opportunity comes to you and me at all times
in our different positions, the opportunities are coming,
and they are becoming greater and greater for the dis-
play man. I do not think that the display game is exactly
in its infancy; we have outgrown that to a certain ex-
tent, 'but I do think that the future holds bigger and bet-
ter achievements for us.

It is really a pleasure to be here this morning and to
know that we are going to see demonstrations on this
platform this week that will be of benefit to us. We can
leave this city and go back to our different positions
benefited by the knowledge gained here, with a firm
determination that we will profit by what we have learned
here and put into effect.

Let me say in closing: Let this organization be big
and broad, let its work be more and more along educa-
tional and building lines, and let no man think himself too
small and let no man think himself too big to affiliate him-
self with this organization. It has helped me, and it has
helped hundreds of us, for it is built on co-operation to
the mutual benefit of all. Ladies and gentlemen, I thank
you. (Applause.)

At this point President Pierce appointed the new
auditing committee, membership committee, com-
mittee on order, and the judges of contest. This
done, the first session was adjourned.

Monday Afternoon Session
The second session was called to order at 2
o'clock by President Pierce. Following selections
by The J. L. Hudson Male Quartette, Oscar Web-
ber, vice-president and general manager of the J. L.
Hudson Company, Detroit, was introduced and ad-
dressed the delegates and guests as follows :

Mr. Chairman and Ladies and Gentlemen: It seems
to me we are starting the program off this afternoon with
a good deal of the Hudson store. If I can do as well,
and please you as well as our quartette apparently has, I
will be entirely satisfied.
I want to first extend to you on behalf of the merchants

of the City of Detroit a very cordial welcome. Speak-
ing for the Retail Merchants' Bureau, and also for the
merchants individually, I want to say I hope you will
have a splendid time here, that you will go away with
very fine recollections of this visit, and that this con-
vention will be one of the best and most profitable meet-
ings you have ever had. I want to say also that about the
only good reason I got here this afternoon was because
I wanted to please our good display manager, Charlie
Wendel (applause). I really cannot think of another
first class reason for my being here to talk to you this
afternoon, because I know there are many here in this
auditorium who know a great deal more along the line of
display than I do. Therefore, I am not going to talk
along technique, but I am going to confine my remarks
at the way the head of the business might look at the
display man's job. Perhaps I can give you a few ideas
in tackling the subject that way, that will be of help
to you.

For easy handling, I am going to divide the subject
into three general subdivisions.

First, the relation of the decorator to the store or-
ganization;

Second, display manager's relation to his own organ-
ization; and,

Third, a very brief discussion of some principles of dec-
oration.

First, the relation of the decorator to the store or-
ganization. I think the decorator should be responsible
to some one person in the organization. You may say
that is a truism, you may say that it is always true, but
I can answer you that I do not believe it is. My point is
that the display manager should be responsible in a big
organization, for example, to the sales manager or mer-
chandise manager, or some one person. In a small organ-
ization he should be responsible, perhaps, to the mer-

chandise manager, or the head of the store. I mean by that
he should not be held responsible to twelve or fifteen or
twenty or a hundred buyers of the institution, because
it is absolutely impossible. Decoration, in my judgment,
is an artistic affair. Every article has different win-
dows. My idea of handling a given window probably
would not coincide with the ideas of any one in the
room. I would go in the window, and not knowing the
job very well, I would probably do it differently from
anybody here. I just simply cite that to show that in an
artistic treatment of anything everyone's idea is different.
Therefore, I do not believe that the display manager
should have to please thirty or forty or fifty different peo-
ple, but that he should be responsible to some one person
and have to please him only.

All of the criticism of the display manager's job should
be done by one person. That, I believe, is a very im-
portant point. In our institution we try to centralize all
of the criticism that is done of all windows in the hands
of our sales manager or director of publicity under whom
the display manager works. Instead of letting each one
of the buyers say to the sales manager, now you should
do this way, or that window is rotten because of
that, and that window is rotten because of this, we try
to tell them that they must come to our sales manager
or director of publicity with any criticism and he in turn
will take them up with the display manager. I believe too
much criticism from too m'any people is destructive. It
is far better to have all the criticism centralized in the
hands of one person. Despite that fact, I believe the dis-
play manager should do his best, and the entire depart-
ment should do their best to please the buyers. So, you
see, I am not in any sense knocking Ihe buying staff of
an organization, because it is absolutely true that per-
haps they represent the producing end of the business
more than any other part of the business. The display
manager should do everything in his power, and the de-

.StanditiK Left to RiRht : Geo. W. Hubbard, W. W. Moore C o.. Sharon, Pa.; Edw O'Malley, The Cliicago Store, Kankakee, III.
L. A. Rogers, John D. Mal)lcy & Co., Detroit, Mich.; C'has A. Cook, The Wm. Hengerer Co., Buffalo, N. Y. ; Howard E. Bartlett, The
(loldcn Rule, St. Paul, Minn.; E. J. Berg, Burgess-Nash Co.; Omaha, Neb.; J. J. Cronin, L. Bamberger & Co., Newark, N. J-L S. R,
Mackabee, The May Co., Cleveland, Ohio; Perry Hunsicker, Nich Amster, Wooster, Ohio; M. F. Hoffstadt. The Peoples Stores, Charles
Ion, W. Va.; Wm. 11. Teal. Lasalle & Koch, Toledo, Ohio.

Sitting Left to RiKlit: Wm. Tishman, Hahne & Co., Newark, N. J.; Edw. N. Goldsman, Selfridge & Co., Ltd., London, England^
Herman Frankenthal, B. Altman & Co., New York Citv ; Arthur V. Eraser, Marshall Field & Co.. Chicago, 111.; Chas. F. Wendel, The
J. L. Hudson Co., Detroit, Mich. ; Jerome A. Koerber, Strawbridge & Clothier, Philadelphia, Pa. ; Wm. H. Hinks, John W. Tliomas &
Co., Minneapolis, Minn.

Canadian Display Artists in Attendance at the Detroit Convention of the I. A. D. M.

partment should do everything in their power to co-operate
with the buying department, but it should be on the basis
of friendly co-operation all the way through. The allot-
ment of the vi'indows, I believe, should be handled by the.
combination of the selling and merchandising end of the
business. In our store that is handled by the director
of publicity getting up a weekly window schedule and sub-
mitting that in turn to the merchandise branch of our
business, and the two branches agreeing on them, and that
being turned over to the display department, and I be-
lieve, personally, that is the ideal way. By that method
you get the merchandising sense and you also get the
selling sense and the display manager's contact with
the director of publicity. By that combination you are
sure to get seasonable displays, and you are sure to get
proper co-operation.

The next general phase of the subject is the relation
of the display manager to his own organization. First,
I believe that a display manager should make a very
careful analysis, you might call it, of his own job, an
analysis of his problem, a study of the number of win-
dows, the number of times to be treated each week, and,
of course, that is a matter of house policy, more or less.
That may be an easy thing to say, and probably a good
many of you are doing it, but it is my judgment that a
great deal of work along the lines of display manage-
ment, but a great deal of work along many other lines,
is done with but little careful analysis, and but little sci-
entific thought. Therefore, I believe the first job of any
display manager would be to carefully and scientifically
analyze his problem.

I have suggested that a display manager is an artist,
and 1 believe that. There is not any man or any woman
that ran do an artistic treatment of a window and handle
it from the proper point of view unless he or she is an
artist. With the artistic temperament I have discovered
frequently comes a certain weakness along executive
lines, a certain influence of a lighter character which can
be eliminated by the decorator if he only studies the
problem, if he only finds out the point of view of the
clerk, and the executive point of view. If he will only
analyze these weaknesses, he will do very well. There-
lore, I say, first comes the study of the man's personality,

and a study of the problem along the lines outlined.

Secondly, the personnel of the department should re-
ceive verj- careful consideration, and I say that regardless
of whether the department consists of two people or forty
people. If you are the representative of a smaller store
and have only a single boy helping you, that boy should
be selected with just as much care as a man by the head of
a staff of forty decorators should select his decorators,
because in that boy you have a potential future decorator,
potential future assistant, a boy who will perhaps have
to step in during your vacation or sickness and hold your
job for you. Therefore, the personnel of your depart-
ment should be very carefully analyzed and studied to
make sure you are getting the right material. There is
not any use employing anybody for a window decorating
department, in my judgment, who has not the artistic
temperamient, who has not a liking for the job. That is
a very important proposition.

Next, I believe that the display manager must very
definitely accept responsibility for the training of his
assistants. I believe it is very true that the best dec-
orators that have ever been produced, the best display
managers that have ever been produced, have been pro-
duced from the school of experience. They may have
gone to a display managers' school — they are good and
I don't want to criticize them — they may have taken their
courses in color harmony which are very beneficial and
very important, but I believe the most important place to
develop display managers is in the organization, in the
store itself, where they can get the benefit of actual expe-
rience, and, therefore, I say to you all it is a thing you
should give a great deal of attention to, namely, the
training of display managers for this country and future
assistants for yourself. Too much stress cannot be laid
on that particular point.

I believe also, especially in the larger store — it can be
carried out to a modified extent in the smaller store^
that there should be an entirely separate organization in
the handling of interior displays. It may be perhaps a pet
hobby of mine, but I believe the average display manager
falls down inside of the store. I do not want to say
that as a criticism, but I say if there is any one weak-
ness of the display management in this country, I believe

A Few Ex-Presidents. Standing, Left to Right, M. L. Hoffstadt, C. J.
Potter, Ed. O'Malley. Sitting, E. J. Berg, Edvv. N. Goldsman, E.
Dudlev Pierce.

it is inside of the store itself. Now, my judgment is that
the departments should not be held responsible for the
decoration of their own departments, but the display man-
ager through a separate organization w"hich he should
build up within the store, should be entirely responsible
for that problem. I am' sure if you all went back home
from this convention and went through your own store,
and went through any of the stores you know, including
our own, because I am not holding that up as an ideal
of interior decoration bj any means, because I think
we fall down to a certain extent in that thing also — no
matter what store you go into, you will find a lot of
laxity in the interior display. I remember this last winter
when I was out on the coast and I went into the most
representative institutions out there, one of the best stores
on the coast, and it was immediately obvious to me that
the entire decoration of that store on the inside was done
by the departments. I went down the main aisles of the
business; the departments arranged ofi' right and left.
As like as not, the departments on this side 'had treated
their show cases with crepe, probably a green, and the
other department on the other side treated their cases
with a lavender color, or something that clashed. That
is typical of a great many institutions in this country. I
believe if there is one message of .importance to this body
today it would be the interior displays of your stores
should be given more consideration. True, your windows
bring people into the store. You might say that they
are the eyes of the store; nevertheless, after you get the
people inside of the store and they approach a case and find
it decorated with merchandise here and there and with
no attention, the impression you might create in your
windows, beautiful as it might be, would be destroyed in
my judgment. So that I think this body as a unit could
possibly take some action and give their consideration to
that very important point. I do not mean that you should
have a display organization to do your interior decora-
lions. I believe you should have in a big store one per-
son who is responsible for the interior display. He could
have perhaps one or two assistants in a real large store,
but their responsibility should be the training of the peo-

ple in the departments. In other words, in conjunction
with the buyers, they should select a man or woman in
each department who is particularly fitted to handle the
displays and then they should work together as a matter
of expense. It would be too expensive to work up an
organization in the store to handle every case display, but
it can be done through the department organizations, and
through the supervision of the interior man, and on the
part of the display manager himself.

The equipment of a display department should be care-
fully studied. I think I am a "nut" on that subject. I
think there is too great a tendency on the part of many
display managers to have too great a variety of equip-
ment and not to standardize sufficiently. I think you
have all had the experience of going past a window and
looking in and seeing one form with one base with a pair
of shoes and another form of a different style with a hat
on it and a different standard, another form with some-
thing else on it, all in the same window, three or four
different kinds of equiprr.ent. That reflects poor buying,
poor standardization, and is absolutely unnecessary. It
does not make any difference w'hether they allow you but
a few dollars for stands and equipment, or whether they
allow you fifty thousand dollars a year, your treatment

Herm.an Fr.\nkexth.\l

should be standardized so that your window trims and
interior trims should give 30U a symmetrical effect, and in
manj' stores that is not true.

Also a word as to handling the equipment. When you
stop to consider that you have money invested, it pays
to see that the decorating room is neat and tidy, that
>our equipment is put away in a proper place and care-
fully handled.

The last general phase of the subject regards the prin-
ciples of decoration. I told you at the start you have
people in this room who know a thou.sand per cent more
about these things than I do. You know there are cer-
tain things in which the heads of the business agree or dis-
agree with the decorator. These eight things I am go-
ing to give you, I think, cover the main things where the
contact between the decorator and the head of the busi-
ness usually exists, and where the argument usually comes
up. So when I talk, you will possibly have the feeling
of being home in the store and perhaps having the boss
talk to you. Charlie Wendel will certainly recognize all
these things.

The first thing is the question of use of merchandise
in a window as against the use of settings, so-called back-
grounds, the use of drape velvets, artificial flowers, and
materials of that nature. I am going to pass that subject
by simply saying that I believe there is a tendency on the
part of many decorators to spend more thought on their
backgrounds, more thought on the artificial flowers that
they put in the windows, more thought on the drape vel-
vets used, than they do on the actual merchandise. In my
judgment it is the merchandise which counts, beautiful
draped silks, beautiful draped dress goods with a proper
setting, the merchandise as a whole treated in a harmoni-
ous and symmetrical fashion. What is it you are trying
to show? True, you are trying to attract attention to the
windows, I agree with you, but what the people are in-
terested in is the suit or gown in the window. That is
what is going to bring the women into the store, and
not the background, the velvet or flowers, and those
things detract from' the thing you are trying to show,
and trymg to accomplish, namely, drawing the customer
in the store. Therefore, I submit these effects have sim-
plicity in window trims with merchandise rather than with
artificial trim.

Another point I am not going to pass because I ex-
pect to see it a very important part of the window decora-
lor's art, — I understand from the program you arc going
to have specialists along that line to talk to you, but I
just want to ask you one question. What is it the ordi-
nary customer expects to see as they go in the store?
If it is in the spring time, and a new color has been de-
veloped, something the women have read about in Vogue,
or other fashion magazines, and they com'C to the store
and see an entire setting of one harmonious color, I
guarantee you will see ten times as many people stop in
front of that window and exclaim about it and view it
with a desire created by the merchandise, than the next

window which has got perhaps a miscellaneous line of
merchandise with many colors.

The amount of merchandise is another subject about
which you can get into a great many arguments. My
personal feeling is that there are some stores in these
United States which perhaps overdo it; I might say, put
too little merchandise in the window. In other words,
they try to be too dignified, put in one beautiful center,
and perhaps one or two pieces on either side. Perhaps
those stores are trying to overdo that, and they do not
get the selling effect in the windows they might other-
wise get. On the other side there is a group of display
mianagers who in my judgment, clutter their windows.
They put two or three times as much merchandise as
should go in. I simply don't know what the happy me-
dium is, but there is a happy medium of the amount of
merchandise that should go in the window. I am not
talking about the ordinary sale window, because the ordi-
nary sale window will stand more treatment than the
style window that brings people in for new merchandise.

The cleanliness of the windows is another important
point, and I believe that the last thing that the display
manager should always do, and most of you display man-
agers undoubtedly do so, when you get through is to
walk on the outside and scrutinize it just the same as the
average woman or customer would. If there is dirt in the
corner, they say that display manager is a poor house-
keeper, and the manager is a poor manager to allow that
to exist. The detail in your window is*very important.

The fifth point, the sign cards are another thing that
deserve a great deal of study. If I were the display man-
ager of the department store and I had charge of the sign
cards that went into my window, I would get the advice
of the advertising manager; I would get the advice of the
publicity director or sales manager, if there be any in the
organization, so that the sign cards which I put in my
window had selling arguments, not too large, nor yet too

Class 1 — Open — (Women's Wear) — 1st Prize — Ellsworth H. B.ates, C. W. Klemm. Inc., Blcomington, III.

Class 2 — Open — (Piece Goods) — 1st Prize — W. E. Zemitzsch, Famous & Barr, St. Louis, Mo.

brief, and yet an arg-ument that showed what the mer-
chandise was, where it was located, very briefly and con-
cisely, and yet was put in there with a selling punch, and
I would see that the card was of a proper color to har-
monize with the window, and that the lettering was prop-
erly done and in a workmanlike manner, and I think many
of you will agree that many sign cards you can see in
the windows are not in that class.

The next point, the careful handling of merchandise.
That is where the average display manager gets in "dutch"
with the buyers, where they get expensive silks and take
them into the windows and ruin them as is occasionally
done. No wonder the buyer kicks at the loss, and most
likely lots of times it is not at all necessary, so that
careful handling of merchandise will do more to keep
you in good trim with the buyers and management of
your institution than almost any one thing.

The next point is seasonableness of display and fre-
quent changes. Mj' opinion is every display manager's
department should be so organized that you can have
very frequent c'hanges if it is desired. We have very
frequent changes in our store. In fact, I have been told
that we probably change our windows more than any
other store in the United States. I don't know whether
that is true or not, or whether it is a little line of bunk
that is being handed me. But I do know we change them
very often. Sometimes they are in only two days, some-
times only a day, and sometimes three or four days, but
we have very frequent changes. That is open to a good
deal of argument, I know, and I am not going to get
into the technique of it. Perhaps somebody will be bet-
ter qualified to talk to you on that line than I am. I
believe especially in seasonable displays, and when you
are showing the style merchandise you ought to change
frequently, and you ought to have your department or-
ganized to be able to do so.

I said when I started that I just came here this after-
noon to give you the ideas from the viewpoint of the head
of the business, and these last eight points are the things
you usually argue about with your buyers or your boss,
and I am leaving you those few thoughts that I have given
with the hope they will help you along the way to the

success that you all want to become in your departments.
(Applause.)

President Pierce then introduced the Detroit As-
sociation of Display Men, the largest affihated local
body of display men in the world. Each of the
eighty-five members of the Detroit local came to
the speaker's platform midst great applause.

Herman Frankenthal, display manager for B.
Altman & Company, New York City, and famously
known as the "dean of the profession," was next
introduced. Mr. Frankenthal was greeted with
thunderous applause as he responded to the intro-
duction by the President. Following a few intro-
ductory remarks which were of unusual interest
and value the great artist set to work in the actual
demonstration of draping two figures. Every eye
followed the every move of the master while he,
in a startling manner created two gorgeous drapes.
Mr. Frankenthal's demonstration is reported in de-
tail in another section of this issue, and there are
presented in conjunction four illustrations of the
beautiful drapes presented by Mr. Frankenthal
during his demonstrations. At the close of his
number the "wizard of drapes" was accorded
one of the greatest ovations ever given an I. A. D.
M. demonstrator.

Draping on Forms
Then came the first number on the Competitive
Demonstration Program, a test on "Draping on
Forms." The entrants in this class were : Fred
Johansen, A. Holthausen, Union Hill, N. J.; Ells-
worth H. Bates, C. W. Klemm, Inc., Bloomington,
111., and W. Guy Warner, the J. L. Hudson Com-
pany, Detroit. Fred Johansen was the winner in
this class and received a silver medal. W. Guy

Warner was second, and Ellsworth H. Bates, third.
The second competitive demonstration provided
a test in "Draping on T. Stands." The entry list
was the same as in the previous demonstration, but
this time Ellsworth H. Bates received the verdict
and a silver medal ; W. Guy Warner again took sec-
ond honors, and Fred Johansen ran third. The ver-
dict in all competitive classes was reached by ballot
of delegates in attendance at demonstrations.
The second session was then adjourned.

Tuesday Morning Session
Immediately following the call to order by
President Pierce, Arthur V. Eraser, display man-
ager for Marshall Field & Company, Chicago, was
introduced, and a splendid reception was accorded
this artist, who is generally accepted as the greatest
display man of all time. Mr. Eraser's address on
"The Evolution of the Display Man" was a masterly
one and was followed with the closest attention of
every attendant in the overly-crowded convention
hall. Not a word from this great artist did they
want to miss, and the delegates manifested their
great appreciation of Mr. Eraser's clever address
when he had concluded. Mr. Eraser's address
follows :

Mr. Fr user's Address

Gentlemen, I do not feel that I have anything new
or anything beyond what you already know to talk about.
I am just the same as you are, and I have been doing
the same kind of work for years, and I do not consider
myself any better than anybody else, but just as good,
and the things I am going to talk about are the points

that we might forget sometimes in consideration to other
people that we come in contact with, and our own boys,
our own helpers, the coming window trimmers of Amer-
ica. We are all growing into age. Somebody has to take
our place from time to time, and I fear it is our duty to
bring up some youngsters into the field of window trim'-
ming and teach them the right way, the way to think for
themselves.

There was a time, when I first started to do window
trimming, that we called window trimming what I am
talking about just now, — window trimming. I want to
forget that we are trimming windows. I want to think
that we are all decorators, to elevate ourselves to the point
where we adorn the body and we adorn the home with
beautiful artistic expression of our own temperament.

First of all, to enter into that profession of ours, we
must find ourselves. I think that there are a good many
men in America today that call themselves window trim-
mers that have not the right to call themselves window
trimmers, and far be it from a decorator. We have been
created by a Creator. God has put something into us, a
temperament, a flame that makes us express something.
That flame might lead you to a dififerent vocation. You
might be born to be a lawyer, or a preacher, or a doctor,
or a craftsman of some kind. I think it is the most un-
fortunate thing that a good many men enter this field
just for the sake of getting the money that is in it. That
is the expression I have heard more than anything else.
At ray own place, my own studio, I get on an average of
about four or five young men a day that apply for posi-
tions. The first thing they want to know is if there is
room for them. My first question to them is, "What
do you come 'here for?" Well, the answer is generally,
"An easy job." (Laughter.) "I want to do this because
somebody else has done it, and they have been success-
ful," and I ask the young man from time to time, "Have
you any reason for coming into this field? Why do you
want to be a decorator?" "Well, Mr. so-and-so has made
lots of money in it, and I thought it would be a good

Class 3 — Open — Millinery — 1st Prize, Ellsworth H. Bates, C. W. Klemm, Inc., Bloomincton, 111.

Class A — Open — 1st Prize — Walter E. Zemitzsch, Famous & Barr, St. Louis, Mo.

paying position, and I thought I would take a try at it."
I don't know why it is that all schools do not teach
the young men to find themselves, teach them what their
vocation should be before they try to do any one profes-
sion. I have a j^oung boy that is growing, and I am not
going to tell him to be a window trimmer, decorator,
or a doctor or anything else. I am watching him.

Now, gentlemen, if you will look into it, the idea that
I want to convey to you just now, that I want to impart,
is the fact that we must try to find ourselves in order to
help the other fellow to find himself. Find out what tem-
perament we have, whether we are artistic.

Now, if you go back to the age of seven, the age of
eleven, the age of fifteen, the age of eighteen, — come back
to your first age of seven, you did certain things at that
time, at that age, that you enjoyed; it was a pleasure for

you; you played a certain way with certain toj-s, and j'ou
somewhat were formed then in your temperament, and
that temperament gave you great pleasure in doing those
things that you did at that age. Then you go a little
further to the age of eleven and you will find that that
same inclination, that same hobby would be a little more
developed in you, and at the age of fifteen then you com-
mence to investigate to see how you can fit in certain
parts of the things you like best. Then at the age of
eig'hteen your mind is pretty well made up, and you
launch out like the young man I have just talked of — you
want a job.

I tell you it is a pity to come in contact with the
young men that are turned out of our schools today when
they commence to ask for their first position. They do
not know what they want to do. I don't know if it is be-

Class 5 — Open — Linens — 1st Prize — Walter £. Zemitzsch, Famous & Barr, St. Louis, Mo.

Class 6 — Open — Infants' Wear — 1st Pkize — Walter E. Zemitzsch^ Famous & Barr, St. Louis, Mo.

cause the parents have lavished them with all sorts of
toys, machinery, pictures and everything imaginable, to
detract their mind from what they are suited for. I think
it is a mighty good thing if you have any children to make
them play with the things they are inclined to play with
and not the things you enjoy yourself. I have a boy
growing up. That is why I talk this way.

I ask my young men the reason for coming into the
department. Once more I will repeat the same thing.
Then I go ahead and ask him, "Are you musically in-
clined? What kind of books do you read? What kind
of pastime have you? What do you do of an evening
when your work is done? What is your recreation?"
And I try as much as I can to find out the inclination of
the young man, and I have told more than three-fourths
of the young men who have applied for positions that
they were unfit for that position, to do something else.
"Well, my father wants me to do this, and my mother
wants me to do this, and I would have to do what I am

told; I have certain responsibilities and I must do this
and that."

All very well and good. If you have to have window
trimming as a step toward becoming something else, a
decorator, or some other artistic profession, well and good.
But I don't know. When I was a little fellow I did not
trim windows, but I did the nearest thing to it that a boy
can do at the ages I have mentioned. I have grown into
it, and found pleasure in it, and I cannot do anything
else today.

Now, there are lots of men who have gone further
than our boy of eighteen. I have had young men who
have stayed with me as long as three or four or five years
that I have had to tell to go away and seek something
else, that it was not their calling. I think it is a very
wrong thing for a professional man to hold a man any
longer than necessary. If the man is not suited for the
position, the quicker you tell him to get out tne neiter
it is for that man. Put him on his own responsibility.

Class 7 — Open — Lingerie — 1st Prize — F. G. R. L acey, Fairweather, Ltd., Toronto, Can.

Class 8 — Open — Corsets — 1st Prize, F. G. R. Lacey, Fairweather, Ltd., Toronto, Can.

Everybody should think for himself and take care of him-
self. A young man of eighteen should be responsible for
all his actions. He should not have anybody helping him
only to do the right thing, but if he does not help him-
self, how are you going to help?

You know when you find yourself you say, "I am,"
"I think," "I act." I think we ought to look into
ourselves from' time to time because we are liable
to get into a rut, we are apt to be satisfied with our-
selves, thinking we are better than other people. I think
the best way to learn something is to feel you do not
know anything, and that is the way I feel. When you
learn who you are, what you are, where you can place
yourself, then you discover your own part, and you can
fill it. Think in what direction you should go, and start

along on the road. If you start from Chicago to New
York in an automobile, that is, if you want to reach the
goal, a goal of being a great artist or great decorator,
you have to follow the straight road. There are many
little paths that might be attractive to you, other busi-
nesses you want to enter. If you get out of the way,
it is like getting two or three hundred miles, maybe ten
or fifteen miles, and you have to come back and get on
the road again to go to New York. That is why you
have to think to reach your goal.

I think there are more possibilities in America than
in the whole world today to do artistic work, to do decora-
tion, architectural elevation, color scheme, beautiful dem-
onstrations of draperies.

Bj' the waj% when I was about at my first experience

Class 9— Open— Handkerchiefs— Isr Prize— J. E. Hopkins, Geo. A. Gray Co., Dull-th, Minn.

Class 10 — Open — Ribbons — 1st Prize — Walter E. Zemitzsch, Famous & Barr, St. Louis, Mo.

in window trimming, about twenty-seven years ago, an
old gentleman came to me and said, "Well, Fraser, don't
you know those draperies you are hanging there all look
very nice, but you know there are certain folds in drapery
that give a great deal of value to a drapery?" He said,
"It takes a professional to do that sort of thing." Well,
'you know, in studymg art you find that drapery is a very
essential thing. That old gentleman opened my eyes and
I became interested in drapery. Then I became interested
to go that way. That old gentleman followed me. When
I came to Chicago I saw different things, and I made up
my mind I wanted to learn how to make draperies. I
had to be told that. I think you have to tell those things
to your assistants from time to time, the young men you
are going to bring up. I think you all have a family to

take Care of from time to lime. Teach your men how to
think for themselves, put them on the right road. Point
out to themi the goal that they are going to reach.

There is a great possibility, as I started to say, there
are more chances for a decorator today than there has
ever been. America is full of money. There is a surplus
of money here and a surplus of money means art, a de-
mand for greater artists, men that can demonstrate in an
artistic way the material you have to construct with.

I think every decorator should understand archi-
tecture, should be able to make some sketches. They
might not be as elaborate as those of some men who have
finished up their courses in some art academy, but by all
means learn to express yourselves in something. Think
now.

Class 12 — Open — Notions — 1st Prize — G. E. Wheete, Vandever's, Tulsa, Okla.

Class 13 — Open — Toys — 1st Prize — H. H. Seay, Walker D. G. Co., Charleston, W. Va.

To show you what it means to express something,
to do something, to think, not very long ago I had a
certain young lady working with me, and I said, I want a
certain flower made. I want about fifteen different flowers
from this material to produce this picture. She said,
"I can't do it, can't do it, can't do it." I said, "Yes, you
can. You make one. After you have made one, you
make the other one just as contrasting to the first one as
you can possibly make it, and thus you create two forms,
and after you have two forms, you may have an inter-
mediate, and then go a little farther and take a little
thought of your geometry, take a square, a circle, an ob-
long, a rectangular form, or any form you want, and form
something different please, as many different combina-
tions in that as you can." I will say she covered one-
eighth of the field in that direction. That revealed a
possibility of one-hundred per cent efficiency in that di-
rection. That is all we can do in our work.

If we learn to express ourselves in a small measure,
it is just like a tuning fork on the keyboard of a musical
instrument, you get all the music you want, but you must
sound the tuning value of your instrument yourself. You
know I think we are so elaborate sometimes in trying to
please ourselves that we beat around the circumference
all the time instead of getting right at the center of things.
We should do all that we do from the most simple basis.
It is easy to think and reveal to yourself your own tem-
perament. You would be surprised with what you can do.
I have gone and made this little illustration because some
people say, "I cannot draw. I never drew anything in
my life." Learn to draw, learn to draw a square, an
oblong, triangle, or any form at all in geometry. After
you have learned to do that, you take three figures and
form them mto a vase, or formi them into a piece of fur-
niture by a subdivision of the same different forms, and
you will be surprised what you will do. Well, you say,
"I don't want to show that to anybody, they will laugh at
me, that is kindergarten play." If you feel what you arc
trying to register on that little piece of paper, if you think

j'ou make him see the very same thing you see yourself,
and you might land a big contract by it some day. It is
all in training.

After you are positive that you have acquired that
power of expression, then you can go to work and ac-
complish something. You can demonstrate all that can
be produced with matter. There are none of us here,
gentlemen, creators. We have been created with our tem-
perament, and with energy, and if we have the right tem-
perament and place it in the right place, there is nothing
impossible.

After we have learned all of these little points of
progress in our work, one thing that we must teach our-
selves is that we are greatly influenced from time to time
by flattery or force of circumstances to do things that
we do not like to do. We do it to please this one or that
one; we do it to get our salary in fact, and that is wrong.
If you know your business you should be a counsel to
your organization. The different parts of your organiza-
tion have their different functions in the business; they
are specialized in their direction, and you are specialized
in your direction, and you should be a counsel, and you
should not be a man who should have to be called up
today, "Mr. Brown, do this; I want a sales window
today."' Mr. Brown should tell the other gentleman, "I
think it would be right to do this for I see a great future
in this, there is a great harvest in this possibility and it
is the right time to do it."

You have to learn to tell the truth. When you do
anything to please someone else, you are not telling the
truth The people always demand flattery. If you listen
to the comment, "How beautiful it is, how charming that
is," and all this and that of flattery that means nothing
when you come right down to it, but it is unfortunate
that ninety-five per cent of men are carried away by that
kind of flattery and they always go the wrong way. Give
the people what they ought to have, what you know you
ought to give them, but be sure you know it because you
have to tell the truth. .A.11 your demonstrations have to

be truthful, they have to be correct. If you go into a color
scheme, it has to be scientific. If you go into architecture,
it has to be according to the laws of architecture. We
work with matter, building material, whether that is silk,
laces or woolens, or any part of dry goods or groceries
or drugs or anything at all, that is all matter. We have
to gain the power of each individual matter and create
a constructive value, a selling value to unload or dispose
of as much of that material as we can possibly suggest.

I have often made this statem'ent, that some people
going to Egypt might see an immense pyramid built with
bags of cement of great quantity. As demonstrator we
want to go to that big pyramid of cement and take one
bag, one little unit and express the possibilities into many
forms of construction. We sell many pyramids by doing
that. On the other hand, if you only look at the pyramid,
the big elevation of cement, you won't sell a bag. It is
the same with silks; it is the same with all items of dry
goods you have to manipulate. If you can give us a
suggestion of construction of dresses or draperies or wall
covering, or any part at all that takes care of adornment
of the body or the home, the house, you are the best
salesman there is in your organization. You gain the
confidence of your clientele because you tell them the
truth. If you demonstrate wrongly to your conviction,
that everything is good enough for the other fellow, you
will get very little in this world. I always think that the
other fellow knows more than I do. I have been taught
that from a boy, and I have never been fooled. I am try-
ing to learn, I am trying to find myself today, gentlemen,
more than I have in all my life.

I will deviate from my subject a little just to make
another connecting link. Not long ago I was asked to
talk about decorative periods. All I am going to say about
periods to link myself back is the fact that for a period
of ten or fifteen or twenty years, seventy-five or a hun-
dred artists worked in communion with each other to
produce a certain style. They have formed that style and
created it and used it in a concrete form with all' the truth

there was in tbem, but today there is not a decorator
anywhere in the whole world to destroy the elements oi
that style, Louis XIV, Louis XV, the Renaissance, or any
of those styles. See how big we are when we can com-
pare ourselves with fifty thinking minds for a period of
twenty years that have gone past. We are just like a
little glass of wine. You may take from the big bottle
and put into the small glass, but it only holds so much.
You have to fill each time. You have to learn one period
after another because one period is too complex for one
man to understand. I cannot be fifty men. Nobody can
be fifty men. But you can be yourselves only by the sup-
port of all the influences you bear among yourselves.
Let us try to hold ourselves together by thinking in one
direction for one purpose and go to it.
Thank you, gentlemen. (Applause.)

A. L. Powell, Illuminating Engineer, Edison
Lamp Company, Harrison, N. J., was then intro-
duced and spoke most interestingly on the im-
portant subject of "Modern Window Lighting" as
follows :

Mr. Chairman, Ladies and Gentlemen: I am always
greatly pleased to have the opportunity of talking to the
display men on the subject of lighting. For the past
decade or so I have had the opportunity to observe prog-
ress in illumination, to watch the fields of office lighting,
industrial lighting, residence lighting, store lighting, and
the other numerous applications of light. I can frankly
say in all trueness that no one field has as near reached per-
fection as the show window, and from a beginning which
violated many of the principles of correct lighting. You
all recall about ten or fifteen years ago we thought the
correct method of lighting a window was to install a
number of bare unshielded .lights around the edge of the
window, thinking by a blaze of glory to attract the eye.
We did not realize that very little of the light was ef-
fective on the merchandise, and moreover, a lamp inter-
posed between yourself and the merchandise created a

Class 14 — Open — Underwear — 1st Pkize — E. H. Bates, C. W. Klemm, Inc., Bloomington, III.

Class 15 — Open — Men's Clothing — 1st Prize — Geo. B. Scott, The Metropolitan, Dayton, Ohio

mist or vale which actually prevented you from seeing
that which you desired to view. A glaring light before
the field of vision reduced the ability to see to a remark-
able degree.

Then as 1 said before, a bare lamp disperses the light
uniformly, and very little of it gets back on the mer-
chandise. A great deal of it reached the street surface
where it was not necessary. So, the practice of concealing
lamps from view came into use, eliminating this glaring
factor, and equipping them with reflectors to direct the
light on the merchandise where it was needed, and now
over ninety-nine per cent of the store lighting installa-
tions, I will say, have suitable reflectors, locate the lamps
in the proper place, and thoroughly conceal them from
view.

On the other hand, window lighting is a most fas-
cinating subject m view of the future possibilities. While
we have had this wonderful advance, we have had possi-
bilities which are equally as great and which will improve
lighting conditions and attractiveness of the window to
a degree comparable with that improvement which has
taken place in the last decade. By this I mean the use of
stage effects for the show window. When you come right
down to it, the- display man is nothing more or less than
the stage manager of a miniature stage. His actors are
dumb, it is true, but he has to pay the same degree of at-
tention to the grouping of his actors and the setting of
his scene that the most expert of the stage managers
pays to his job. Now, the stage manager, contrary to
the display man, does not confine himself to what we

Class 17 — Opln — Hats or Caps — 1st Prize — A. W. Meukv. Baker Cd., TdLhiK), Ohu

Class 18 — Open — Shirts — 1st Prize — C. W. Ahlroth, The Union Co., Columbus, Ohio.

might speak of as raw or unmodified light. In other
words, the light from the clear lamp. He gets his
effects, his psychological effects, by the use of color and
direction of light, and there is where the display man
has to learn a lot from the stage manager. He has begun
to get some of these points into practice.

If I remember correctly, it was about five or six
years ago I had the pleasure of talking to the same or-
ganization down at the Waldorf in New York. I imag-
ine that was one of the first times that many of the men
had called to their attention the effect of color lighting
on the appearance of an object, and the effect of direc-
tional lighting on the appearance of a given object. There

I had a small booth and manipulated switches and turned
on various colored lights and various direction lights and
produced some rather startling effects. Some of the sug-
gestions sent out about that time have grown, and we
are using now quite a number of windows illuminated with
suitable color effects. Fifth Avenue in New York City
produces many of these most charming windows which
are made possibly more attractive by the use of two or
three tone lighting.

Now, the incandescent lamp itself, which is the uni-
versal light source in a window, is very fortunate in hav-
ing what we call a continuous spectrum. In other words,
every color of the rainbow is present in its light, from the

Class 19 — Open — Men's Furnishings — 1st Prize— A. W. Merry, Baker Co., Toledo, Ohio

red down through the violet and you can accordingly
modify the light from the lamp by cutting out certain
of these rays. For instance, if you should cut out all the
red, orange, yellow and green light, the blue light would
come through and you have a pure blue or blue violet,
and so on. If you cut out the blue, green or yellow, you
would have a red or red orange left. That efifect can be
obtained by dipping the lamp in suitable dyes or by pass-
ing the light through color screens which absorb certain
rays, and leave red, yellow, orange, green, blue or violet
light, whatever may be desired. Now, remember that all
of these changes in the color of light are obtained by ab-
sorption. So to get a blue light means a sacrifice of a
considerable portion of the light from the lamp itself.
The same way with any other color, but on the other
hand, you are after an effect and you can afiford to waste
some light to get color effect.

Class 20 — Open — Drapes — 1st Prize — E. H. Bates.
Klemm, Inc., Bloomington, III.

C. \V.

Now, each display to my mind demands a different
color treatment, and there is where the future along this
line lies. As you glance down the large windows of a
large store now, each picture created by the display man
is distinctive itself, and yet all are lighted by the same
color. Now, I believe in the future, after the display
man has created his picture, he will proceed to paint it
with light. He will have, say a display demanding a
madder tint, another one, possibly a green, next daylight
tone, and so on down the line, leaving the individual
choice of color to the display man who has the artistic
sense and with a little experimentation will soon determine
what particular color tone best suits the picture he has
created. Men's clothing, for example, might logically de-
mand a daylight color to display them to the best ad-
vantage. Alongside of these may be a display of ladies'
lingerie; possibly a delicate pink for general illumination
might be suitable there. The next window might be a

display of spring wear where you want to create the
warm summery atmosphere of the Florida climate, and you
visualize there a yellowish green light, a mixture of green
and yellow light will give you just the effect you are
seeking. And so on we might seek to analyze the various
effects demanded, but just this hint will indicate to you
the possibilities.

Class 21 — Open — Books — 1st Prize — L. F. Dittmar, Rike-

KU.MLER, DaVTON, OhIO

Now, how to get these effects. Simply take some
mechanical means of putting across the mouth of your
window lighting reflectors some sort of a holder, and in
that a gelatine screen which can be obtained from any
house of theatrical devices, and modify the light. You
may want just a pink tint. Now, pink is nothing more or
less than a mixture of red and white. So equipping, we
will say, eight out of the ten of the lamps with red
color screen, leaving two of them without color screens,
would give you that admixture of light which you desire
to get that effect with. Another display might demand a
gradation of color along the length of the window. For
instance, you might have color lamps at one end of the
window and the next few shaded into madder, and the
last few into green. In that way your display would be
lighted with each tone. Some particular displaj' might

Class 22— Open — Jewelry, Etc. — 1st Prize — P. S. Williams,
St. Louis, Mo.

require just the opposite effect to that, extending through
a blue, up possibly to the madder at the other end. It is
impossible to name all the variations which might be en-
countered.

So much for the general lighting. Now, in addition
to supplying general lighting for the stage, the stage

Class 23 — Open — Sporting Goods — 1st Prize — L. F. Dittmar, Rike-Kumler Co., Dayton, Ohio.

manager utilizes spots of light. He brings out partic-
ular objects or particular actors which should be called
to the attention of the audience by illuminating them to
a higher intensity. The display man has exactly a simi-
lar problem on his hands. A certain object might demand
a higher intensity, and there the standard overhead stage
type of spot light equipment with the concentrated fila-
ment mazda lamp or the better type of foot lamp would
be particularly useful. This also can be equipped with
color screens. They are inexpensive, probably costing
somewhere between twenty or thirty dollars, if I recall
correctly. A large store should have a number of these
spot lamps which can be plugged in at random and used
for individual displays, a simple hook put in the ceiling
and some kind of means to shield the lighting device

from the view of persons in the street is all that is re-
quired. You can well imagine a window for example, hav-
ing a display of wicker furniture, a porch scene with a
couple of table lamps in that. You cannot provide enough
light in those table lamps to illuminate the scene. Other-
wise it violates the first principle of window lighting
by having a large source of light in the view and becom-
ing glaring, and yet you want to create the impression
that this light comes from the one table lamp and one
floor lamp. Put in enough light to illuminate the style
of the shade, while lighting the entire scene with a green
light from overhead, a moderately high intensity of green
light; a slight amount of foot lighting from clear small
lamps, just enough to cut the base shadows and give a
variation from the green tone to the clear lighting in

Class 24 — Open — Hardware — 1st Prize — P. S. Williams, Scruggs, Vandervoort & Barney, St. Louis, Mo.

Class 25 — Open — Musical Instruments — 1st Prize— Walter R. Lantaff, J. N. Adam & Co.. Buffalo

front. Over this table lamp, suspended in the ceiling,
is a spot lamp, equipped with an orange colored screen,
casting a circle of light near the table. It gives the ob-
server the impression that the table lamp is illuminating
the room. Put another lamp overhead casting a circle of
light near the floor lamp. You then have a spot or orange
light apparently coming from the floor lamp and you can
see how this lighting dodges the glare, making a won-
derfully effective picture.

Some effects on silks, for example. A variation in di-
rection of light is important. The silk may hang in
folds. Suppose you have a spot lamp with a blue col-
ored screen in the corner of the window. At the other
corner have a red colored screen. The folds may be il-
luminated with blue light in the shadow naturally cast
by the red light, and the other side illuminated by red
light in the shadow illuminated by the blue light, and you
get a shimmery color that is wonderful.

Style displays might require a direction of color light.
Up in the corner of the window there are relatively
large lamps. In the corner of the window there is prac-
tically nothing, all the shadow effects cast in one direc-
tion, a great deal of intensity the length of the window,
producing a particularly effective display, one that is strik-
ing and distinctive.

On the stage, you do not see uniform foot lighting
any more, but they concentrate the attention by dividing
the foot lighting in sections. If the action is over here,
this section will be turned on, illuminating the stage here
to a relatively high intensity, and the rest of the stage in
comparative darkness. With proper window lighting
equipment, you can vary the intensity, fixing the atten-
tion on particular objects.

Now, in the few moments which have been allowed to
me, I have tried to give some hints as to what can be
done to make the display distinctive. I expected to have
the demonstration on the stage, but time and space
was not available to rig this up, and in booth 59 there is
a small show window with some typical units installed in
there and a spot lamp. The display there does not de-
mand wonderfully distinctive lighting. If you want to

go down and manipulate some of the switches and play
with the lighting, you can see some of the possibilities
and indicate to your own satisfaction what can be done
in your own store as you rig up special displays. Bear
that in mmd, that the big value in show window illumina-
tion lies in the use of varied colored lights, fitting the
lighting with the display which you have created. (Ap-
plause)

Raymond T. Whitnah, display manager for the
Crosby Bros. Company, Topeka, and a possessor of
the I. A. D. M. championship medal, followed Mr.
Powell with a most instructive and interesting nov-
elty demonstration featuring "Special Drapes of
Veilings." Mr. Whitnah is one of the great art-
ists of the country and his demonstration was a
valuable program asset.

Competitive demonstrations in Classes 3 and 5
were then announced. C. A. Kickhoefel, of the dis-
play department of The J. L. Hudson Company. De-
troit, was declared the winner over W. R. Scott,
display manager for R. H. Fyfe's, Detroit, in Class 3
— Ladies' Shoes, while Carl W. Ahlroth, the Union
Company, Columbus, Ohio, was declared the win-
ner in Class 10 — Men's Shoes, having for competi-
tors W. R. Scott, Detroit, and H. H. Sonfield, Henry
Marks Company, Pine Bluff, Arkansas.

The Tuesday morning session was then ad-
journed.

Tuesday Afternoon Session
President Pierce called the meeting to order at 2
o'clock and following selections by the J. L. Hudsori
Male Quartette, introduced T. B. Mills, sales man-
ager for the J. L. Hudson Company, Detroit. Mr.
Mills' address was a gem and is reproduced here.

I was wondering if this was not an association of

Class 26 — ^Open — Carpets, Etc. — 1st Prize — H. H. Seay, Walker D. G. Co., Charleston, W. Va.

the display managers of J. L. Hudson Company. About
six years ago I was elected a member of this association.
Since that time I have never received a communication
of any kind, any request for dues, until about one month
ago, when I received a very mysterious bill. It came
on the usual bill form, addressed to Mr. T. B. Mills,
Hudson Company, dues for 1916, 1917, 1918, 1919 and
1920. Over in the right hand column where it says "how
much you owe a fellow," it also said, "Ten minute talk
at the Detroit convention," and down in the corner it
says, "Please remit." There is only one man who could
have done that, and that is Mr. Wendel.

You boys go back to your city, and if you have one
idea, one thought that you have gotten here, you can
thank Wendel. This man has worked six months for this
convention. (Applause) I can say what I want about
him, because 1 am his boss, and he cannot come back
at me.

Some years ago Dr. Catherine Blackburn went over
this country and she talked on the idea of getting a man
fit for his job and she was quite successful in that work,
and she wrote a book called "The Job, the Man and the
Boss." I am going to take about ten minutes this aft-
ernoon and I am going to use that as a subject and preach
a little bit on the job, the man, and the boss. I want
to talk to the young men, probably the second or third
assistants, not the big fellow. I want to talk to the
man who some day is going to be a Frankenthal, or Era-
ser, or Berg, or Cronin, or Wendel, the man who is some
day going to be at the top of the ladder.

First, I would like to consider the word job, j-o-b.
You should look upon the work as an opportunity, not
for the money you get, but for the opportunity it gives
you to do big things. Never in the history of our coun-
try has there been a greater opportunity for young men
than there is today. This is ,a young man's time. I

don't think in the history of your profession there has
ever been a greater opportunity for young men than now.
I venture to say that nine-tenths of the big stores repre-
sented here now you could see three or four or five young
men, live wire young men, men who want to make good.
The man at the foot of the ladder has got his problem.
I do not mean the boy carrying merchandise from the dis-
play room to the window and back again, but I mean the
young man who wants to make good. First, that young
man must learn patience. Next, he must be content to
dress windows on the back streets. He must be content
to dress alley windows. He must be content to handle
pots, pans, sewing machines and ice machines, not ready
to wear or classy goods, but he must be content to handle
lesser lines of merchandise at first. In doing so, he must
not slight one detail.

It is in the little things that the young man slips
up — the big fellows too. They slip up on mussy corners,
they slip up on the pins and ravelings on the floor; they
slip up on the corner of the matting that ought to be put
down flat; the stock cards put in a little crooked, the stock
card having a nice print of a boy's dirty thumb; the forms
have little marks on the neck here. Those things all
count against him.

Then there are merchandise displays which I know
you won't agree with me on. Just for example, boys'
wash suits, boys' blouses, I have seen very good windows
put in with three or four blouses and wash suits, three or
four in the window. So far so good, but this man will
take five or six and put them in the bottom of the win-
dow twisted all up, and take one and put it in upside
down. Did you ever see a mother put her boy's suit up-
side down?

Take young men's clothing. Young men buy for
style and not so much quality. I have seen one coat of
red lining and the other of green lining. You don't show

Class 27 — Open — Furniture — 1st Prize — Karl M. Amdahl, The Palace, Spokane, Wash.

the coat, you show the lining. You are all dead wrong.

Take a nice piece of silk, do you tie a lover's knot
here and a sailor's knot there? Imagine the lady going
down the street with the silk as you have it in the win-
dow.

The second chapter, the man himself. You have got to
be active seven days of the week, or you are not on the
job. First, take care of your health. See if you can control
your temper. It is hard to do, but see if you can control
your temper. Believe yourself to be the best man. Of
course, you are not, but believe yourself to be the best man
until somebody proves that you are not. Study the art of
smiling. I do not mean the chessycat smile, but the right
kind of a smile. It is hard enough. Always be young. If
you think you are right, keep on thinking you are right.
Don't get the habit of worrying. It won't do you any
good. Instead of decorating your room or your mind with
Mary Pickford and Douglas Fairbanks and the other stars,
put up Abraham Lincoln, Ben Franklin and Roosevelt.

Those people were display men. Read about them.
Finally, remember this, nothing is impossible, absolutely
nothing is impossible.

The third chapter is entitled, "The Boss." I don't
mean the foreman, I don't mean any executive; I don't
mean the sales manager, or the publicity manager, or
the merchandise man. I mean the boss himself, the dis-
play manager of the store. He is your boss. What do
you think of him? What do you think of j"our display
manager? Are you working for him or against him?
That is a hard question I know, but are you working
for him or against him? Do you realize the better you
work the further you push him up the ladder? You say,
"That does not get me anything." Yes, it does. The bet-
ter you do your work the farther you put him up the lad-
der, and you come after him. Some day when it rains
and somebody slips out you are going to step in his place.
Remember that he dresses the windows of the store. He
can make these windows talk quantity, stj'le, dignity and

Class 28— Open— Drugs, Etc.— 1st Prize— Fred King, Block & Kuhl, Peoria, III.

Class 29 — Open — ^Groceries, Etc. — 1st Prize — Oscar F. Ryan, Anderson-New comb, Huntington, W. Va.

quality, or he can make them scream, but he has got to
make them produce. You have got to help him. Win-
dows are for two objects, to sell the merchandise or sell
the store. I think the first thing is to sell the store. Put
merchandise in the window so that it will talk quality
and say to the woman, "Madam, here is the best in my
place. Don't I appeal to you?

Young man, you are working in one of the most im-
portant professions in this country today, and you want
to back up your boss just exactly 100 per cent net, not
gross, but net. Before you realize it you will be shoved
right ahead and it will come when you least expect it.
I think somietimes you will lose your nerve, but it is com-
ing to you if you work hard. Once you trim a regular
window with regular merchandise you think the battle is
all won. I am talking about regular merchandise, not sale

dope. You think you have won it, but you have not. That
is when you have got to keep your nerve and keep fight-
ing.

Consider three things, the job, that is yours. You
have got it, the job. Second, the man, that is you. Third,
the boss, that is you, because you are going to be boss
some day.

Class 30 — Open — 1st Prize — J. H. Everetts, Hutchinson,
Kans.

Class 31— Open— Tableaus— 1st Prize— W. Oliver Johns-
ton, Edmonton, Can.

Let me say one more thing. Absolutely nothing is im-
possible if you will think that way. (Applause)

Program Gem by Paul Honore
Another remarkably interesting and valuable
number followed when Paul Honore, Detroit, artist
of international fame, in a combination talk and dem-
onstration, took for his subject "Color Harmony
and Its Value." The convention delegates were
indeed fortunate to hear and see the great artist
whose works are shown in the world's institutes of
art, and whose creations are in demand by the most
discerning critics and lovers of art. Mr. Honore
said in part :

It is so seldom that I get a chance for anything ex-

Class 32 — Open — V. L. Carson, San Antonio, Tex.

cept silent expression on the canvas that such an op-
portunity as this is welcome to me, for I see a chance,
especially in such an assembly, of doing missionary work
in linking up in a measure the fine arts and industry.

The United' States Government has published a re-
port by H. N. Kirkland which I would recommend and in
in which there is a table showing that the value of art
education to the City of Grand Rapids through the pub-
lic school system amounted to something like twenty
million dollars a year. Now, what is true of Grand Rap-
ids is merely a specimen case. Grand Rapids is not
unique. It is used only as a specimen of what other cities
also could perform.

I am not going to keep you very long. I am going to
give you a little demonstration in a few minutes, show-
ing the valtie of color, and color and harmony, which is
only one branch of the fine arts which might be em-
ployed in display work advantageously. A great many
opportunities are being overlooked which might be taken
advantage of.

What you are chiefly interested m is making fine arts,
the design or combination of color in whatever you are
using as a means of success in merchandising. I think

when I finish this demonstration that you will see a way
in which the employment of color very undoubtedly will
be of eflfect.

Color may be intensified or it may be weakened; the
result may be good or it may be bad, or of no special
value, according to the maner in which it is used. The
principle of the thing is very simple. All color is sub-
ject to the relationship of other colors. When we speak
of a certain color, we do not know what we are talking
about because every color is only the color we imagine
it to be by virtue of the surroundings. Sometimes we see
certain colors under the same conditions more frequently
than we do others, and we learn to call them that par-
ticular kind of color. I am going to show you how
deceptive color is. I will give you a little demonstration
along that line at this time, showing you two or three
combinations which alter its relations to other things, ac-
cording to the conditions surrounding them.

(Mr. Honore here gave a demonstration, using dif-
ferent colored crayons upon different colored cards.)

The relation of this to display work I should think
would be very obvious. Lots of times you want to dis-
play a lot of things in your windows that are not suitable
to go together, not harmonious. You feel as though they
are a lot of odds and ends. By the use of color you can
pull all together into a very harmonious whole, but put
in there separately against a background against which one
color will clash with another, the whole setting will have
a tendency to be spotty. Of course, if you have an op-
portunity to buy everything necessary for background use,
it is very nice, but that one thing you cannot buy. You
have to have that in your brain. It is something which
nobody can sell you. You may be able to get an as-
sistant or somebody that will do it, but you cannot sell it.
That is to me obviously one thing a display man will
. have to learn, the ability to pull all those things into a har-
monious unit. That is one reason why I say I welcome
this opportunity of speaking as a sort of a missionary
for the fine arts before such an assembly. In the average
assembly such a thing is wasted for the reason that it is
merely used as a diversion or something of the sort, but
here you men are using this very principle every day,
whether consciously or unconsciously, you are using it

Class 33 — Open— Men's Shoes— 1st Prize — W. E. Zemitzsch, Famous & Barr, St. Louis, Mo.

Class 34 — 1st Prize — J. F. Webber, Cincinnati

every day. The more readily you adapt yourself to the
harmonizing principle of color, the more you will be a
master and controller of the merchandise with which you
are dealing. That will apply not only to those things
v/hich are found in color, but you will be surprised to find
you can make that go with things oftentimes that have
to be put together, mechanical devices and things of that
sort, t"hat have no special beauty but still have the power of
being displayed in a way with the proper use of color that
will be compelling and attractive. (Applause)

L. E. Weisgerber, display manager for Lord &
Taylor, New York City, was here introduced and
spoke as follows :

The personality of a store is expressed in the show
window, just as one's personal appearance carries an im-
pression that influences opinion. First impressions always

Class 35 — 1st Prize — Matt Markusich, San Antonio, Tex.

count. When one approaches a store or shop, it is the
window, first off, which one sees. You judge from the
appearance or type of the window what kind of a store
or shop it is.

Window display is coming into its own. All the
large and successful business houses in the country recog-
nize the fact that an interesting window display is a great
business stimulator, creates atmosphere and gives prestige
to the house.

The business of the window display has created a pro-
fession which makes the display manager one of the most
important men in any retail organization. His study of
lighting, of color combinations and of backgrounds is wor-
thy of the highest intelligence, and the display manager
of a metropolitan store is now one of the most important

functionaries. It is his responsibility to present the de-
sired picture through his windows, to supplement and em-
phasize the store's other publicity, and to pick his share
of customers from the passing thousands by sheer skill
and knowledge of his craft.

The modern and successful display manager must be
a student, an explorer in the realm of color and com-
position, see in the museum inspiration, a gold mine of
suggestion on a sound art basis. He must have, besides,
the merchandising instinct. In addition, he must be al-

Class 36 — 1st Prize — Curtis L. Ferrell, Davidson's,
Hattiesburg, Miss.

lowed to prove his theories by a firm whose heads are as
modern in spirit as himself.

It seems fitting here to say a word about interior dis-
play. This part of a display man's work depends largely
on the architecture and general appearance of the store
itself. A new and modern building needs little interior
decoration, unless it be for openings, special occasions or
at Christmas time. Ledge trims should be light, very
light, since it is easy to give the various floors and de-
partments a cluttered and untidy appearance. Special dis-
plays in front of the elevators on each floor, representing
any or several departments on the floor, are attractive
and suggest sales.

To my mind individuality in window display is a most
essential thing. I mean, being different from the other
fellow, having enough self-assurance to do a thing, create
a thing, not copy. Self-confidence means much in dis-
play work. If you carry out an idea or create a setting
with the thought and feeling that you are right, it will be
a joy and pleasure to see the finished picture. Besides
you Will have the satisfaction of feeling and knowing that
you have accomplished something worth while, that it is
individual and different from other windows. I am al-
ways most interested and happy in my work when I can
create or paint a window picture. Ideas and suggestions

Class 37 — Open — Window Background — 1st Prize — A. G. Sten, Helena, Ark.

are everywhere; you have but to see them. They can be
modified or enlarged as you see fit, according to your
need. Original ideas are few and far between. When
they do come, they count and add value to the work
it we take advantage of the opportunity and inspiration.

One piece of merchandise of ten, furnishes the idea
or inspiration for a window picture. It may be a hat,
blouse, gown, or scarf, or a length of material. From
this one piece of merchandise the entire window can be
worked out, the setting, color, etc.

Windows crowded with merchandise are old-fash-
ioned, uninteresting, confusing. They lack individuality.
A windov/ should make a direct appeal. This cannot be
done if the window is crowded with merchandise. It is
a safe general rule that since confusion is not so good
as unity under any circumstances, the aim should be for
unity of cflect at all times. Of course, there are excep-
tions to all rules. Take, for instance, the Bachelor Win-
dows or Woman's Boudoir Settings we use occasionally.
In other words, exhibiting merchandise in its natural set-
ting. The idea has registered, aside from the window be-
ing different, the result was the sale of merchandise taken
from fifteen oi twenty departments. The intimate per-
sonal note not often found in window display was brought
out very effectively.

Putting a window "over" is a great satisfaction to the
di.splay man. If the public gets the idea, gets the mean-
ing he is trying to convey, the display man is indeed for-
tunate.

Simplicity in windows is always attractive. I learned
a lesson not long ago which brings out this point in con-
nection with the background of a window. The window in
question had as a back<jround four yellow silk panels
with large black tassels in the center of each panel.

Against this background were placed four or five black
hats. As I was mentally commenting on the simple ar-
rangement and effective background, a voice behind me
said, "Aren't those attractive hats?" And all on account
of the background. Not one word had been spoken about
the background; apparently it had not even been partic-
ularly noticed. But, supposing the background behind
those black hats had been less simple, suppose, in fact,
several different colors of hats had been placed against
a mahogany background with perhaps a suit or two placed
in with them. Suppose, in short, the effect had been con-
fusing instead of simple and direct, would the spontaneous
and enthusiastic remark have been made: "Aren't those
hats attractive?"

The whole aggregation of stretch of windows of a
modern shop should, as the public views them, give an
effect of quiet luxury. Each window, in its simple, direct
appeal, artistically arranged and planned, should call forth
the thought remark, "There is a fine store."

The following conclusions are well worth remembering
in regard to windows and backgrounds:

1. The background should be inobtrusive.

2. The background should be such as to make the
garments in front of it stand out distinctly.

3. The background should be a unit holding the
window together so that it gives a single effect instead of
a confused and scattering impression.

4. Garments should be of one general kind and color
to carry out the idea of unity in effect.

5. Only a comparatively few garments should be
shown at one time.

In addition to thc.<;e sugestions, be different and
individual in your window settings and arrangement of

Class 40 — 1st Prize — M. L. Hoffstadt, Charleston, W. Va.

merchandise and you will have the satisfaction of knowing
you are doing something worth while besides realizing
that you are happy and successful in your chosen
profession. (Applause)

At the conclusion of his address, Mr. Weisger-
ber was enthusiastically applauded and it was easily
judged that the Lord & Taylor windows must be all
of the beauty that is so generally conceded.

Competitive Demonstrations, Classes 4 and 5
The competitive demonstrations in Classes 4 and
5 were held. William E. Flint Jr., display manager
for Thompson-Hudson Company, Toledo, and
Peter Ciernia, display manager. Field & Schlick, St.
Paul, Minn., were competitors in Class 4 — Ladies'

Hosiery, and Mr. Flint was declared the winner.

Class 5, the "Ladies' Lingerie" class, brought
out four well-known artists : G. P. Robinson, Walter

E. Bedell, Inc., Buffalo; J. E. Hopkins, George A.
Gray Co., Duluth, Minn. ; Ellsworth H. Bates, C.
W. Klemm, Inc., Bloomington, 111., and Will E.
Flint Jr., Thompson-Hudson Company, Toledo,
Ohio. Following a most interestinfr period in which
a number of new ideas were brought out by the
competing artists, the vote was taken and Ells-
worth H. Bates was declared winner.

At this point, T. Guy Duey, secretary of the
I. A. D. M. read the report of the Executive Meet-
ing, held on the evening of July 12. On motion of

F. J. Wysor, and duly seconded, the meeting voted
in favor of the resolution providing for a $300 in-
crease in the secretary's salary. In regular form it
was voted to pay convention expenses — hotel and
transportation — of the secretary.

Letters were then read from a number of cities,
all of which in due form extended an invitation to
the I. A. D. M. to meet in the respective cities in
1921. Adjournment was then taken.

Wednesday Morning Session

Canadian 'Day

Through the action of Charles F. Wendel, chair-
man of the 1920 Program Committee the first ses-
sion of Wednesday, July 14 was designated "Cana-
dian Day," the program of which session was ex-
clusively featured by display artists from the Do-

imimpmehable c/iuilih/
dnd unqueetionable <pf[//e.

k t

Class 41^ Open — Pen Lettered Cards — 1st Prize — B. A. Rainwater, Hess-Culbertson, St. Louis, Mo.

Drape by Herman Frankenthal

minion. This innovation met with instant approval
and one w^hich will, without doubt, be continued as
an annual feature of I. A. D. M. programs.

Previous to turning the meeting over to Edw. K.

Lummus, President Pierce introduced Edward N.
Goldsman, display manager for Self ridge Co., Ltd.,
London, and past president of the L A. D. M., and
at present president of the British Association of
Display Men. Mr. Goldsman spoke as follows :

Ladies and Gentlemen: I don't know exactly what
line of talk to give you, but our good friend, Mr. Pierce,
mentions the fact that he was associated with me some
years back. I do not quite remember if the Canadian
Association was in existence in those days or not. I
asked friend Pierce a while ago if he could tell me how
old it was, and he could not. Anyhow, as a past president
of the parent association, of which I was president two

Prize Drape by Fred Johansen

Drape by W. Guy Warner

years, and the fact that the English folks over there did
me the honor of making me president last year when they
formed an association, and coming here after many years,
and knowing the inside history of the association, I feel
very proud to see that the Canadian people are organized
and here in such numbers. When I first became con-
nected with the Window Dressers' Association many,
many years ago, and at that time I was a struggling win-
dow dresser like all of you men who have been successful,
I had to go through the mill, and in those days there
was no association, no books — when the association
was started, I became a member, and if I have had any
success at all in my profession, I attribute it to the fact
that I became a member of the Window Dressers' Asso-
ciation, because it gave a spur to my work. In the third
year of the association I attended a convention at Niagara
Falls. It must be over twenty years ago. Anyhow, there
was not a quorum when we got there; I don't know
that there was more than eight or nine people. Mr.
Charles W. Shaw was president. They tell me that today
the national association of display men number over a

thousand. I was elected president upon two different oc-
casions, once in Nashville, and once in Niagara Falls.
In those days it was hard to pump enthusiasm into the
men, or to get members of the association. We tried
everything we could, but it was slow. Our membership
was poor. We had a very, very hard road to travel. To-
day when I look back and realize all that has been done,
I am very pleased and proud to be associated with you.

Over in England they are slowly waking up. Today
the display men over there are in a position thai the dis-
play men here were perhaps twenty-five or thirty years
ago. They still cling to their old conservative ideas of
display. It is only really since the advent of Mr. Selfridge
in 1908 that the representative firms in London com-
menced to sit up and take notice. When I first went over
there and put in my opening windows, the papers were
full of ridicule, sarcasm and satire. Everybody thought
it would not last. Today a majority of the big stores in
London are trimming their windows in what we might
term the open or American style. The movement is
spreading surely. There are about four or five large firms
following a style which we might term the British method
of trimming. We can pardon them because they are re-
stricted by a lot of restrictions that won't let them do
things in a way of structural work.

The windows over there are high and narrow and
inside the stores there are rooms. They have to have fire
doors every twenty feet. All the open spaces we are
familiar with over here are very hard to obtain. It has
been my pleasure to see the plans of the new big stores
going up in London, and they are modeled on American
lines. Our windows over there are modeled on the same
lines as Marshall Field & Company of Chicago.

The English trim'mer is very keen but he has no
data and no paper.

Unfortunately I have got my kit down to the depot
and I have a couple of letters from the association to
read, a couple of letters of welcome and suggestions, but
they simply send greetings to both the American and
Canadian Associations and wish better relations. We are
onlj' young. I can only say that thej-^ sent hearty welcome
on the part of the British Association to any Canadian
members of the association in London. I think that is
about all I can say for the moment. (Applause.)

Canadian Men Feature
The meeting- was then turned over to Edw. K.
Lummus, display manager for Almy's Ltd., Mont-
real, who presided during- the session and intro-
duced the various Canadian artists having places on
the educational program. The first artist intro-
duced was G. R. Macgregor, the Hudson Bay Com-
pany, Winnipeg, who took for his subject, "Modern
Window Display" and spoke as follows :

It gives me great pleasure to be asked to address such
an intelligent body of men as there is in this hall this
morning. However, I feel very much at home, as I know
you are all like myself — decorators — and here with one
thought in mind, and that is to try and get as many new
ideas as possible. I am sure that your wish will be ful-
filled, as in all the conventions that I have attended I have
gone back to work full of inspiration, and I am sure that
you will all do the same.

My address this morning is more for the young
trimmers who are trying hard to get to the top of the
profession. We older decorators know how hard it has
been for us to fight our way to the top, and personally
I think it is the duty of all of us to give a helping hand

to the younger men and encourage them, so as their one
ambition in life will be fulfilled; particularly is this true,
if we find out that they have the gift and the ability that
goes with the making of a first class decorator.

All of us who work in large department stores
realize how hard it is to get competent help, for so few
who start in our game remain with it as they find out in
a short time that a triminer can not be made, but must
be born with the gift and ability.

I am often asked at different times if one can go to
school or is there any other way to learn the art of dec-
orating. My answer to a question of this kind, gentle-
men, is that imless they feel themselves capable to recog-
nize the beauty, color, and so forth, of an object and also
have the courage to do things differently from the other
fellow and be original, that they had not better tackle
window work.

The great trouble with the young trimmers of today
is that they do not take enough interest in their work.
They think if they get a position in one of the small stores
that it will be easy sailing for them to land a position in
one of the larger department stores. I will admit some
of them do, but in the majority of cases they have worked
hard and earned it. They have taken private lessons on
how to draw and color, so if the time ever came when
they had' the opportunity to better their position they
would be able to get out their own designs, which is re-
quired by all the large stores. They could sketch out a
scheme of decoration in a minute, as to color and so forth,
and show it to the boss. A color sketch will tell more in
a minute than you can explain in a week.

My advice to the young trimmers that feel they have
the gift and ability that goes with the making of a suc-
cessful decorator, and who can't get out their own designs,
is to take a few lessons from some good artist in their
own city, and I am sure that in a very short time, you
will be repaid for your extra efforts.

I have with me some rough color sketches which
took less than a few minutes to get out. Any of the
young trimmiers that want to look over these can do so,
as they will be on view on main floor, and I will
only be too glad to answer any questions relating to
the easiest way in getting out these designs. We display
men are coming into our own. This is recognized by most
of the large retail stores as well as the smaller merchants.
They realize that the personality of their store is ex-
pressed in their show windows. Windows that arc taste-
fully dressed command the most attention. Windows
that are not well dressed are uninteresting and a drawback
to the store as well as the city in which they are in.

The display department of a department store is en-
tirely different from the other departments, inasmuch as
the manager can take a buyer from one department and
put him in almost any other, and in nine cases out of ten
he will prove a success. They cannot do this with the
display department. They realize that the business of
window displays has created a profession and that the
display man is one of the leading men in their organiza-
tion.

One of the best friends or worst enemies of the dis-
play man and his work is the department buyer. I have
found out in my fifteen years of experience in dealing with
them that cooperation in its strongest form is the only
way to obtain the required merchandise. Particularly is
this true when something is required for a special display.
I always take a few of the buyers into my confidence and
let them know what I intend doing for an opening, for the
reason they know the market, and they know what is best
suited for their own trade. I always give the buyers

credit for any color scheme that I carry out, as it is com-
ing to them, for in a lot of instances they buy special
pieces of merchandise to harmonize with your windows.
That is really not salable, and yet one often hears on the
street and elsewhere, "I wonder if elaborate window dis-
plays pay."

Ask the department buyer which he would rather
have, a good window artistically displayed, or a news-
paper. Ke will take the window nine times out of ten,
because there is a reason, and the reason is this, that the
merchandise is displayed where the people can see it,
while the advertising man can only tell about it. The
general public today are all from Missouri. Seeing is be-
lieving with them. (Applause.)

Demonstrations hy Peachey, Lurmnus and Mead

F. A. Peachey, display manager for R. H. Wil-
liams & Sons, Ltd., Regina, Sask., was next on the
program and presented a remarkably clever demon-
stration on "Displaying Dress Goods." Mr. Peachey
is an artist of great ability and his work on the plat-
form was thoroughly appreciated.

I!dward K. Lummus, display manager for
Almy's, Montreal, then gave a most interesting
demonstration on "Effective Ways of Showing
Sport Material," and in it brought out several clever
and new ideas in the handling of this character mer-
chandise. Mr. Lummus was the recipient of an
ovation as he concluded his work.

The Canadian session was brought to a close by
a clever demonstration on "Modern Ribbon Dis-
plays," and in it James B. Mead, display manager,
The Hudson Bay Company, Calgary, introduced
many new and valuable points in connection with
ribbon displays.

The Canadian men provided a most interesting
and instructive program every number of which
ranked the demonstrator as an artist of great skill.
A rousing vote of thanks and appreciation was given
by the delegates at the conclusion of the Canadian
program.

"Wednesday Afternoon Session
The sixth session was called to order promptly
at 2 o'clock the afternoon of July 14, and President
Pierce announced that the first number would be a
competitive feature in which exhibiting manufac-
turers would compete for a beautiful silver medal, to
be awarded for the best decorative unit or floral
piece. Six manufacturers entered the competition,
namely, Schack Artificial Flower Company, The
Adler-Jones Company, The Botanical Decorating
Company, Dictz Distinctive Decorations Company,
L. Baumann & Company, and Bergman-Koropp
Company. As reported on another page The Adler-
Jones Company was the winner in this important
event.

C. J. Potter, New York City, and past president
of the L A. D. M., was then introduced and taking
for a subject, "Review of the Growth and Interest
in the L A. D. M. "

E. Kelsey Scott, display manager for Ming-Shafer-
Held Co., Inc., Rochester, N. Y., was then introduced
and addressed the delegates on subject of "Displaying
Furs."

Competitive Demonstrations Class 11
Competitive Demonstration — Class XI — Show
Card Writing, was then announced. The three en-
trants taking places on the platform were: B. A.
Rainwater, Hess & Culbertson, St. Louis; Otto R.
Greschke, Dancer-Brogan, Lansing, Mich.; and A. L.
Meadows, Washer Bros., Fort Worth, Texas. The
conditions of the contest called for two full sheets,
one half sheet, one quarter sheet, one eighth sheet,
and three price tickets. At the completion of the
work B. A. Rainwater was voted the winner.

Election of Officers

The election of officers and voting on the 1921
convention city was next in order, with the following
results :

President — Charles F. Wendel, The J. L. Hudson
Company, Detroit.

First Vice-President — E. K. Lummus, Almy's,
Ltd., Montreal, Canada.

Second Vice-President — Karl M. Amdahl, The
Palace, Spokane, Wash.

Third Vice-President — G. R. Macgregor, The
Hudson Bay Company, Winnipeg, Can.

Secretary — T. Guy Duey, Wurzburg's Dry
Goods Company, Grand Rapids, Mich.

Treasurer — L. A. Rogers, J. D. Mabley Com-
pany, Detroit, Mich.

1921 Convention City — St. Paul, Minn.

The sixth session was then adjourned.

Thursday Morning Session
President Pierce called the meeting to order at 10
o'clock and introduced T. P. Jones, vice-president of
the W. B. Davis Company, Cleveland, Ohio. In
speaking of the importance of the display man and
his value as the greatest factor in selling, Mr. Jones
said :

I want to tell you in advance that you are not going
to have any wild oratory this morning. You are not going
to have any fine talk. I am going to place before j'ou a
few facts of the National Retail Clothiers Association in
the absence of Mr. Levy, president, who could not be here
today. As I understand it, Mr. President, this is the clos-
ing session, and in addressing what remarks I have, I am
going to make it apply strictly to the clothing industry.
However, if there is anything any of you other people
can think of and wish to ask me, I will be glad to
answer you.

When I received word to prepare for this convention,
I was quite dumfounded as to why they should pick on
me. We from Ohio think we have had honors enough in
this country. In inviting me to address this convention
Mr. Rogers wrote:

"We want you to bring a message to our members
which will be of value in the uplifting of our profession
and for the betterment of business through practical win-
dow displays. We want the merchant's viewpoint from

you right from the shoulder as to the importance of this
department in his business. Tell us our faults and how
to overcome them."

Now, I can remember with pleasure in the year 1898,
as I remember it, I happened to win second prize of a
cup given by this Association for a photographic window
display. So, I was not originally a merchant. I was
originally a window man. (Applause.)

Now, I am here as a merchant to tell the faults, and
I think if there is anything a merchant can do today it
is to kid his trimmer and tell him all his windows are
rotten. I am going to give you some hot shots, as I see it.
I know that I am not going to please everybody. Some
of you here may take it to heart. I do not mean any
offense in anything I say. I want you to pardon me as
freely as I criticize you. I will take Mr. Rogers at his
word, and I am going to give you my idea of a window
trimmer after I read to you the little speech I made up
in advance. Usually they would say read this speech in
advance because it is all full of fine stuff. It is just what
you fellows like to hear, so I will reserve the hot shots
for the last.

This is the day of the decorator, and if there is one
thing to be brought more clearly, it is the fact that deco-
rating is rapidly assuming the position it rightfully de-
serves, both as a profession, and as an integral part of
the industrial fabric of the nation.

It was the war that has brought out the decorator
to the front because of the fact that during the days
after the armistice was signed, merchants planned for
big things, were willing to spend big money, and in
spending big money, the decorator was given his share,
and it was the American decorators, with their ingenuity,
who did so much in their work that has opened the eyes
of the merchant, and he now realizes his dependence upon
the decorator.

The reason for that was during the time of the war,
the decorator was called upon to instill into the public
confidence by his windows, and we feel today as mer-
chants, we cannot get along without any decorator as a
business proposition as well as a public institution.

We can truthfully say that the merchant can now use
the term "industrial war" for the period we are now
entering, and this battle cannot be won without the win-
dow trimmer; in fact, the decorator is the merchant's
right arm, and his General.

The world's work of the decorator from a merchant's
view has just begun. The greatest twenty-five years in
the world's progress are now ahead of us. More things
will happen, more and bigger things in the next twenty-
five years will happen, than has happened in the past one
hundred years, and this is particularly true in merchan-
dising methods of which your branch will be greatly
benefited, and I might say worshipped, for if you do your
part, you will be worshipped.

Heretofore, the decorator has not been appreciated.
He has not asserted himself. He is too practical and too
honest to unduly push himself forward. The time has
come when he must carry the profession up to the digni-
fied place that it deserves, and must keep his incentive and
research instinct alive.

Present here before me are veteran decorators who
started this organization many years ago, and no wonder
that the art of decorating has advanced. You will probably
find a decorator behind most of the big things started in
any civil or industrial community, and, in fact, he probably
is found in the lead.

There is a need for the rapid growth for your organ-
ization, and a rapid growth also shows the rapid strides
made by your profession, and as the result, our decorating
schools are over-run and unable to accommodate applicants
for admission, and here let me say that you men must
reach out beyond your profession and lend a hand to
your several cities in piloting the ship of state and think
a little more along political and economic lines.

Just now there is a crying need for a more liberal
curriculum in our public schools. Let our pupils learn
from professional men in your ranks the art of decorating
and artistry and other useful pursuits. The future needs
them.

Recently I took a ride in a big aeroplane and my

advice to you all at the first opportunity, is to go and do

likewise; look down on the world and see how large it
really is.

One trouble with your industry today is that it had
developed faster than the integrity of you people as a
whole. This is one of the reasons for the unsettled condi-
tion with decorators as a whole. They need a higher
uplift from you successful men of this convention. Look
to their troubles and solve them, and in solving them, you
will have taken a big load from the proprietor of your
establishments, and the good Lord knows he has his hands
full today.

Now, it is my good fortune, or bad fortune, as you
will call it, to have been in the position to have to hire
a man to take full charge of our institution. I want
to say without any sense of boastfulness or feeling that I
am bragging about our business, we have strictly men's
windows. We had the rottenest windows in the United
States for a man's store. They are better today. When
I needed a man, I was at a loss to find the right man,
did not know where to find the right man, and we have
among the proprietors a sense that we would not steal a
man from another institution, and I wrote to your asso-
ciation for a man, and they recommended the man I finally
hired. You have today in your association a wonderful
opportunity for placing good men.

Another unfortunate thing is that there are a lot of
good men who are not at this convention that should be
at this convention. I don't mean just this morning, but
I mean this week. The fellows who can get the most
good out of a meeting of this kind are never present. I
think we have to go after those men and make them,
better men.

In making these hot shots, as Mr. Rogers wanted me
to do, I have taken my own case into consideration as a
merchant.

Do window trimmers tell lies?

I pass. I come back and I tell you a good window
trimmer is a safe investment for any institution.

Do all window trimmers smile when asked to take
something out of the window? I pass.

Some window trimmers will take suggestions. Some
won't. Get rid of the ones that won't.

Smile when asked to do something. It helps put
money in the till.

Work your position up to high standard among others
in the store. Get together. Go to the heads of the de-
partments to see what's new. You will find all kinds of
ideas for trims.

Don't let your temper get the best of you. Remem-
ber you don't run the store. You are just part of service.

If things don't go right, don't tell everybody in the

store; go to your boss; he will listen if you are right or
wrong. Remember you are just a spoke in the wheel;
if j'OU break down, it can be replaced.

Don't think the firm can't get along without you. It
can.

Some trimmers you can talk to; some you can't; they
know it all.

To be a good window trimmer for the firm you are
with, let outside work alone. It will soon tell on your
work. Then out j'ou go.

I find out the average window trimmer has too much
outside work that interferes with his store. In these last
six months when I needed a man, invariably the response
I got from employer was, well, he is a fine window trim-
mer, he is all right, but he has had something else to do.
I find that is quite a common fault.

Be a first cousin to your job. It means correlation-
ship.

Keep your fixtures in good shape. They cost money.
Don't be an '"If man," and say, "If I had this and if I
had that I could do good work." "If" will never get you
anywhere.

Now, I am going to take the other side of it.
If I were told that my advertising appropriation would
be ten thous?.nd dollars for the year, to be spent as I
wished, the very first thing I would do would be to spend
it on the windows. They are an everyday pulling power.
Advertising starts right at the window. You know that.
I was asked today what was my idea of the best
result-getting windows. Personally I do not believe in
frills or feathers. I believe in strictly commercial terms.
While I am on that question, I want to say this from my
observation again, of the men's clothing windows of the
United States. I don't know, outside of one or two ex-
ceptions, any really A-1 good windows for men's clothing
in the United States. It seems that the department stores
have a faculty of getting high class windows. You have
the high spots of the country; there are only two windows
in the city of New York that draw attention. There is
only one window in 'Cleveland — I am passing over Buffalo
because Kieffer is here (laughter) — there are only two
windows in Chicago, there is not any in St. Louis, there
is not any in Denver, and there is one or two on the
Coast. Now, in all of the men's windows in New York,
there is not a window in New York that is outstanding
today, that people talk about. There is not one in Cleve-
land. There is only one in Chicago. If I would have any
criticism of his windows of today, it is you can tell in
advance what is in his windows; it depends upon the
season.

I will go back to New York. There are two or three
high class shops there. I can tell you today what is the
trim in those windows in New York. There are two
pieces of shirting, one at this corner, and one at this cor-
ner, a shirt on a form, two pairs of socks, and a cane, for
three hundred sixty-five days in the year, and it has been
so for five years.

I think the men in the clothing industry today have
got to get some ingenuity back of them. If we do not,
men's window trimming will be a lost art. There are men
who are inventing new things gradually, but one or two
cities may have it, but the other hundred thousand cities
of this country are not having it, and I think we
have a wonderful opportunity from the men's standpoint
to create something new for men's clothing and men's
windows. (Applause.)

When I went into the market for this man and hired

him, I took him upstairs with a sort of a thought that I
had a man who at last would be all right. I said, "Bob,
there they are — fixtures." He looked at those fixtures
and he looked at me, and he looked back at the fixtures
and looked back at me, as much as to say, "Are j^ou
crazy?" I said, "What's the matter?" He said, "Those
are not fixtures, they are junk."

One of the chief faults I find with window trimmers
and their assistants is too much jealousy among them-
selves. (Applause.) And jealousy is a menace to any
concern. I think I have got a remedy for the jealousies
of the window department. The merchant should give to
his window man full power to hire all the assistants and
his own assistants, and make him responsible to the de-
partment, and under that system I find there is not any
jealousy connected between principals and assistants. I
think that is one thing that the employment manager can
do to eliminate jealousy in the department; let the trimmer
employ his own assistants. (Applause.)

Every window display man should read and practice
the book, "Delivering the Message to Garcia." How many
times has my temper been riled when the trimmer has
been asked to do so and so and the trimmer turned to the
subordinate and says, "Who in hell is trimming these
windows anyhow?" That is the word they get back every
time. "Who is trimming these windows anyhow?" He
don't tell me that, but he tells the man I send up to tell
him that I want such and such a thing done. Take it
home. I venture to say that every man here has said that
more than once. (Laughter.)

Windows should be made to educate, suggest, remind
and invite so that they may draw their own brisk trade as
well, and independent of advertised sales. Gentlemen, I
thank you. (Applause.)

Competitive demonstrations in the men's clothing
and furnishing division were then held. In Class 7,
Men's Clothing and Accessories, there were four con-
testants : A. L. Meadows, Washer Bros., Fort Worth,
Texas ; Geo. B . Scott , The Metropolitan, Dayton,
Ohio; D. N. Hanson, A. Schradski, Peoria, 111.; and
Clement Kieffer, Jr., Buffalo. Mr. Kieffer, Jr., was
the winner in this class.

Class 8, Men's Shirts and Neckwear, brought out
keen competition between L. F. Dittmar, Kike-Kumler
Company, Dayton, Ohio ; G. B. Austin. Bernstein
Company, Greenwood, Miss. ; and A. A. Hansen, Clay-
ton's, Detroit. When the votes had been tallied it was
found that Mr. Dittmar and Mr. Hanson had tied for
first honors and each artist was awarded a silver medal.

Impressions by E. J. Ber^

Then followed E. J. Berg, display manager for
Burgess-Nash, Omaha, Neb., and past president of the
I. A. D. M. Mr. Berg for years has been active in
Association affairs and to his efforts the growth and
, development of the I. A. D. M. is in a great measure
attributed. Mr. Berg addressed the convention on
"My Impressions of This Convention." His talk
in part follows :

Mr. Chairman, Ladies and Gentlemen: My impres-
sions of this Convention. What are your impressions?
The greatest we ever had, put over by the Detroit bunch
(and a few outsiders). We have the smallest dues of any
international association in the world. A great many of
the boys have traveled a great distance to get here. You

expect wonders. You do not pay much, but how much
do you do towards making this conyention bigger? You
leave it for a few fellows to put it over. You get in
groups and say, "Why don't you do it this way?" Why
don't you give the suggestions? We want suggestions.
We want to be big. We cannot do it all alone. (Applause.)

If you have got anything under your hat you know,
let us have it.

You know, a few years ago when this convention
was in Detroit there was just a handful of fellows here;
there were a few termed the old wheel horses who have
had their shoulders to the wheel for several years and
are still pushing hard, but these youngsters have got
to get in.

You know the boss says you are fair; you rather
think so. You know they kid you sometimes to keep the
pay roll down. They feed you on flattery but not in
dollars and cents. Don't let them kid you. Get the money.
Be big. Every time you get flattery, take it with a grain
of salt. Flattery leads to what might be termed mental
baldheadedness. There is not room for flattery and real

good hundred per cent efficiency. They come here year
after year and let the other fellow do it. There are a lot
of fine fellows who have been on the platform year after
year. We don't want to hog the whole show. We want
to see the other fellows come here. The only way to
do that is to just do what you can to put it across.

At this point James W. Foley, editor of Mer-
chants Record and Show Window, the official or-
gan of the I. A. D. M., announced the winners in
the annual contest conducted by that publication.

Following the competitive demonstration. Class
9 — Men's Underwear and Hosiery in which the
competitors were : Harry S. Nelson, McFarlin Cloth-
ing Co., Rochester, N. Y. ; H. W. Sage, The J. L.
Hudson Co., Detroit, and D. N. Hanson, A. Schrad-
ski Company, Peoria, Illinois, the seventh session
was declared adjourned.

T hursday Afternoon Session
The final session of the 23rd annual conven-

tion was called to order by President Pierce. Fol-
lowing the report of committees appointed by the
President during earlier sessions, Merchants Rec-
ord and Show Window was unanimously continued
as the official organ of the I. A. D. M. Several items
of detail business were then transacted before Past
President E. J. Berg administered the oath of of-
fice to the newly elected officials. This duly done,
the new President, Charles F. Wendel, assumed

M. J. B. Tennent

charge of the meeting, and immediately called for
any suggestions that may be constructive .and which
tnay be of assistance to him in the duties of his
jffice, or for the betterment of the Association.
President Wendel then called for a ballot on the
election ofl the new Executive Committee. The
following men were chosen : Richard Myers, The
Emporium, St. Paul, Minn. ; Herman Frankenthal,
B. Altman & Co., New York City; Geo. B. Scott,
The Metropolitan, Dayton, O. ; M. J. B. Tennent,
Meier-Frank, Portland, Ore. ; L. E. Weisgerber,
Lord & Taylor, New York City, and Charles T.
Boyd, Frederick & Nelson, Seattle, Wash.

President Wendel then announced his special
committees as follows :

Program Committee:

Ben F. Millward, St. Paul, Minn., Chairman.
H. E. Bartlett, St. Paul, Minn.
William H. Hinks, Minneapolis, Minn.
E. O. Curtis, Minneapolis, Minn.
M. J. B. Tennent, Portland, Oregon.

Publicity Committee:

James W. Foley, Editor Merchants Record
AND Snow Window, Chairman.

C. J. Potter, Dry Goods Economist, New York.
Geo. A. Cowan, Dry Goods Reporter, Chicago.
Editors of National Clothier, Northwest Com-

mercial Bulletin, The Fairchilds Publications and
Pacific Coast Merchant.

Membership Committee:

Carl Goettman, Joseph Home Co., Pittsburgh.

Edward Munn, Franklin-Simon, New York City.

A. L. Meadows, Washer Bros., Fort Worth,
Texas.

Following several announcements and the read-
ing of the Secretary's report the 23rd annual con-
vention of the I. A. D. M. was adjourned to meet
in St. Paul, July 11, 12, 13 and 14, 1921.

Gifts for Pierce and Wendel

A BEAUTIFUL silver set was presented to Charles
• F. Wendel, on the evening of Wednesday, July 14,
the gift being a concrete expression of the appreciation of
convention attendants for the remarkable accomplish-
ments of this great artist as chairman of the Program
Committee in which position Mr. Wendel directed the
staging of the Association's most successful convention.
At the executive meeting held Thursday afternoon,
July 15, E. D. Pierce, the retiring president, was presented
a beautiful gold watch, also the gift of convention dele-
gates. E. J. Berg, past president of the I. A. D. M., and
long time friend of Mr. Pierce, made the presentation.

Congratulations, Mr. Loock

IT is recommended that should Mr. Millward, chairman
of the 1921 Program Committee, or Charles Wendel,
the new president, have need of the services of a man to
conduct the demonstration program of next year, they
immediately enlist of services of John Loock, merchandise
manager for George's, Buffalo, N. Y., and the man who
was responsible for the smoothness and dispatch with
which the demonstration features were presented at the
recent meeting in Detroit. Mr. Loock is an executive of
rare merit; he is an exceptionally clever speaker with ev-
ery qualification necessary for the position he filled in
Detroit, and, above all, knows how to hold attention and
inject the proper spirit. Mr. Loock should be heartily
commended for his valuable work at Detroit, where he
was an important figure in the remarkable success of the
23rd annual convention of the L A. D. M.

Entertainment Features

TP HE Entertainment Committee of the Detroit Asso-
■*• ciation of Display Men deserves hearty congratula-
tions for the fine manner in which the delegates and visit-
ing ladies were cared for during the progress of the con-
vention. Not a dull minute was experienced and the
variety of entertainment features were well selected and
proved unusually interesting and attractive.

The ladies were entertained by the Women's Committee
of the Detroit Association of Display Men at card parties,
musicales, auto trips and a journey through the factories
and offices of the Ford Motor Company. These in addi-
tion to the visit to Riverview Park, the boat ride up the
Detroit river, and the banquet and entertainment on the
evening of Wednesday, July 14.

Practically every convention attendant was at River-
view Park on Monday evening enjoying the many attrac-
tions of the popular amusement park, while the steamer

which carried the delegates, wives and guests up the De-
troit River on Tuesday night was loaded to capacity. The
trip between the shores of two countries was indeed beau-
tiful, and musical selections and dancing contributed
greatly to the general good time.

Wednesday night, in the ballroom of the Hotel Statler,
the annual banquet and entertainment was held. Dancing
was enjoyed until long after the mid-night hour. Special
juvenile dancing features were presented by the Misses
KiefTer, Jr., of Buffalo, and Leon, of Chicago; the former
being the daughter of the popular Clem. Kieffer, the latter
the daughter of Morris Leon, Chicago, well known manu-
facturer of display features.

Charles F. Wendel, chairman of the 1920 Convention
Program Committee, and the newly elected President, was
presented with a beautiful silver set in appreciation of his
great efforts and remarkable success as director of the
Detroit convention.

Co-operating with the Detroit Association of Display
Men in the matter of providing social events for the visit-
ing delegates and guests were the Detroit merchants, whose
liberal contributions made possible practically all of the
entertainment numbers without expense to the Association.

Never before has an I. A. D. M. convention created
the civic interest that was evidenced in the Detroit meeting,
and hundreds of the interested laity were daily visitors to
the demonstration hall and Manufacturers' Exposition.
Then, too, Detroit daily papers outstripped all others in
the matter of convention publicity. First page feature
articles were the rule in Detroit, and much of this desir-
able publicity must be accredited to L. A. Rogers, display
and advertising manager, J. D. Mabley, Detroit, and the
Detroit publicity director, whose efforts in putting the
Detroit meeting over in such style were second only to
those of Charles F. Wendel.

Speakers' Bureau Established

PRESIDENT CHARLES F. WENDEL has instituted
a Speakers' Bureau and designated prominent display
men in various locations to conduct I. A. D. M. educational
work through speakers' participation in all commercial
conventions, meetings and conferences. C. J. Potter, past-
president of the International Association of Display Men,
has been named chairman with the following men members
of the Board:

South — Homer H. Seay, Walker D. G. Co., Charles-
ton, W. Va.

Middle West — L. F. Dittmar, Rike-Kumler Company,
Dayton, Ohio

West and Southwest — E. J. Berg. Burgess-Nash Com-
pany, Omaha, Nebr.

Pacific Coast — Charles W. Morton. Weinstock-Lubin,
Sacramento, Calif.

President — Charles F. Wendel.

This board is not complete at this time, several men
to be added by President Wendel.

Canadian Artists Prominent

CANADA was well represented at the big doines in
Detroit with half a hundred display men registered
at the Arcadia. This active body of real artists made
plentj- of noise and contributed extensively to the suc-
cess of the event. The Canadian Day program presented,
Wednesday, July 14, was of exceptional merit and the
demonstrations proved bej'ond doubt that the men from

the north of us are up to the minute in the art of decora-
tion, and as demonstrators are on a par with the best in
the States. That the Canadian men are recognized as
influential supporters and desirable leaders is amply mani-
fested in the fact that the offices of 1st and 3rd vice presi-
dent, respectively were won by Canadians, Edward K.
Lummus, display manager for Almy's, Montreal, and G.
R. Macgregor, display manager for the Hudson Bay Com-
pany, Winnipeg.

Buffalo Has Pep

THE Buffalo Association of Display Men cut consid-
erable figure in the doings of the convention and a
score of men from that city kept things humming from
the time they disembarked from a Buffalo steamer at
Detroit until they bade farewell to the Auto City. Later
reports state that a reserve supply of energy evidenced

Clement Kieffer, Jr.- .

itself on the return trip and continued without abatement
until the live-wire display men from Buffalo were safely
landed in their home town. Charles G. Haas, display
manager for the Morgan Stores, and an impersonator of
exceptional merit, was the leading attraction everywhere
the Buffalo men congregated. Mr. Haas at one time was
a headliner on the Keith vaudeville circuit, but it is doubt-
ful if he ever "went over as big" as he did during this
recent convention period.

Impersonating perfectly, no less than ten types, Mr.
Haas was continuously surrounded by crowds, and his
antics extended to the convention hall, where the clever
Mr. Haas afforded some rare amusement, yet never
boisterous.

With the Buffalo club was John R. Dean, of the Buf-
falo Trust Company, himself an artist and sculptor of
exceptional accomplishments. Mr. Dean is a member of
the Buffalo Association of Display Men, and is at present
perfecting an Americanization campaign, which promises
to be the most extensive and instructive propaganda ever
presented through the show window.

Other members of the Buffalo party included Mr.
and Mrs. Clement Kieffer, Jr., Philip J. Belanca, C. A.
Cook, Walter R. Lantoff, Wm. J. Ambroski, Wm. A.
Baum, J. F. Becker, E. E. Claskey, A. J. Dietrich, William

Levy, Ellwyn McEachnie, Geo. W. Murray, Edward D.
O'Dea, Clinton J. Payne, G. Stanley Robinson, Mark C.
Spaulding, William L. Strong, Harry L. Van Wie, John
F. Wolfgruber and Charles S. MacKearnin.

Gov. Cornwell Congratulates Display Man

A SIGNAL honor was bestowed on Homer H. Seay,
display and advertising manager for the Walker Dry
Goods Company, Charleston, W. Va., on his return home
from the 23rd Annual Convention of the I. A. D. M. at
Detroit, when Honorable John J. Cornwell, Governor of
West Virginia, sent a letter of congratulation to the great
display artist on his accomplishments in display contests at
Detroit and his many successes in the profession
of display art. The governor's letter is reproduced here.
Mr. Seay has been a figure of national importance for

State or West Virginia

Executive Department

Charleston

July 80,1
1920.

lir« Eomer B. Seay,
IValker Dry Goods- Confany,
Cii3a:lestozi, Wast Virginia.

My dear Homer:

I want to congratulate
you on the medals which you won at
the International Convention of Sis-
play Hen. 1 icnew you wore aiS ar-
tist and I son delighted to learn that
you have received such generous recog-
nition.

I am.

With very kind wishes.
Sincerely yours.
Governor.

many years, and at the past five conventions of the I. A.
D. M. has had much to do with the success of the meetings
through his general activities and special participation in
the educational programs. He is the possessor of the
championship medal awarded to the display man winning
300 points in competition under two sets of judges. There
are but six display men in the world who have been so
honored, Mr. Seay having accomplished the feat at the
New York and Chicago conventions in 1918, 1919, re-
spectively.

President Charles F. Wendel has further honored this
great artist by placing him in charge of the Southern dis-
trict under the jurisdiction of the new I. A. D. M. Speakers'
Bureau, of which Mr. Seay is a member.

V/inners in I. A. D. M. Display Contest

Open Classes

Class 1 — First prize, Ellsworth H. Bates, C. W. Klemm,
Inc., Bloomington, 111. Second prize, Walter E. Zemitzsch,
Famous & Barr, St. Louis, Mo. Third prize, Ellsworth H.
Bates, Bloomington, 111.

Class 2 — First prize, Walter E. Zemitzch, Famous &
Barr, St. Louis, Mo. Second prize, J. S. Clark, J. W.
Knapp Co., Lansing, Mich. Third prize, Ellsworth H.
Bates, C. W. Klemm, Inc., Bloomington, 111. Honorable
mention, Oscar F. Ryan, Anderson-Newcomb Co., Hunt-
ington, W. Va.

Class 3 — First prize, Ellsworth H. Bates, C. W. Klemm,
Inc., Bloomington, 111. Second prize, Walter E. Zemitzsch,
Famous & Barr, St. Louis, Mo. Third prize. Max Gener-
eux, Missoula Mercantile Company, Missoula, Mont.

Class 4 — First prize, Walter E. Zemitzsch, Famous &
Barr, St. Louis, Mo. Second prize, Jerome Jaffrey, New-
comb-Endicott, Detroit, Mich. Third prize. Homer H.
Seay, Walker D. G. Co., Charleston, W. Va.

Class 5 — First prize, Walter E. Zemitzsch, Famous &
Barr, St. Louis; C. A. F. Smith , Davenport, la. Third prize,
L. L. Wilkins, Jr.. Crook-Record, Paris, Tex.

• Class 6 — First prize, Walter E. Zemitzsch, Famous &
Barr, St. Louis; Second prize, W. Oliver Johnston, Johns-
ton-Walker, Ltd., Edmonton, Canada. Third prize, Hom-
er H. Seay, Walker D. G. Co., Charleston, W. Va. Honor-
able mention, Max Genereux, Missoula Mercantile Co.,
Missoula, Mont.

Class 7 — First prize, F. G. R. Lacey, Fairweather, Ltd.;
Toronto, Can. Second prize, Carl W. Ahlroth, Union
Company, Columbus, Ohio. Third prize. Otto R. Gresch-
ke, Dancer-Brogan, Lansing, Mich.

Class 8 — First prize, F. G R. Lacey, Fairweather, Ltd.,
Toronto. Second prize, Arthur V. Abbott, Hartford City,
Ind. Third prize, H. H. Seay, Walker D. G. Co., Charles-
ton, W. Va. Honorable mention, C. A. F. Smith, Daven-
port, la.

Class 9 — First prize, J. E. Hopkins, George A. Gray
Co., Duluth, Minn.

Class 10 — First prize, Walter E. Zemitzsch, Famous &
Barr, St. Louis. Second prize, L. L. Wilkins, Jr., Crook-
Record, Paris, Tex. Third prize, Ellsworth H. Bates, C.
W. Klemm, Inc., Bloomington, 111.

Class 11 — First prize, C. A. F. Smith, Davenport, la.
Second prize, C. W. Green, Sissons Bros., Binghamton,
N. Y.

Class 12 — First rize, G. E. Wheete, Vandever's. Sec-
ond prize, W. Oliver Johnston, Johnston-Walker, Ltd.,
Edmonton, Alberta. Third prize, W. R. LantafF, J. N.
Adam & Co., Buffalo, N. Y.

Class 13 — Homer H. Seay, Walker D. G. Co., Charles-
ton, W. Va. Second prize, P. S. Williams, Scruggs, Van-
dervoort & Barney, St. Louis. Third prize, Walter R.
Lantaff, J. N. Adam & Co., Buffalo.

Class 14 — First and second prizes, Ellsworth H. Bates,
C. W. Klemm, Inc., Bloomington, 111. Third prize, W. W.
Yeagcr, Wolf-Griesheim Co., Bloomington, 111.

Class IS — First and second prizes, George B. Scott, The
Metropolitan, Dayton, Ohio. Third prize, Arthur W. Mer-
ry, Baker Co., Toledo, Ohio.

• Class 16 — First prize, Walter E. Zemitzsch, Famous &
Barr, St. Louis.

Class 17 — First prize, Arthur W. Merry, Baker Company,

Toledo, O. Second prize, Arthur W. Merry. Third prize,
Walter E. Zemitzsch, Famous & Barr, St. Louis.

Class 18 — First prize, Carl W. Ahlroth, Union Com-
pany, Columbus, Ohio. Second prize, Arthur W. Merry,
Baker Company, Toledo, Ohio. Third prize, Walter E.
Zemitzsch, Famous & Barr, St. Louis.

Class 19 — First prize, Arthur W. Merry, Baker Com-
pany, Toledo. Second prize, Karl M. Amdahl, The Pal-
ace, Spokane, Wash. Third prize, Arthur W. Merry, To-
ledo.

Class 20 — First and second prizes, Ellsworth H. Bates,
C. W. Klemm, Inc., Bloomington, 111. Third prize, G. E.
Wheete, Vanderer's, Tulsa, Okla.

Class 21 — First prize, L. F. Dittmar, Rike-Kumler Corn-
Company, Dayton, O. Second prize, C. A. F. Smith, Daven-
port, la. Third prize, G. E. Wheete, Vanderer's, Tulsa,
Okla.

Class 22 — First prize, P. S. Williams, Scruggs, Vander-
voort & Barnej', St. Louis. Second prize, C. A. F. Smith,
Davenport, la. Third prize, Fred King, Block & Kuhl,
Peoria.

Class 23 — First prize, L. F. Dittmar, Rike-Kumler Co.,
Dayton, Ohio. Second prize, George B. Scott, The Metro-
politan, Dayton, Ohio. Third prize, Ellsworth H. Bates, C.
W. Klemm, Inc., Bloomington, 111.

Class 24 — P. S. Williams, Scruggs, Vandervoort & Bar-
ney, St. Louis. Second prize, Oscar F. Ryan, Anderson-
Newcomb, Huntington, W. Va. Third prize, W. R. Lan-
taflf, J. N. Adam & Co., Buffalo, N. Y.

Class 25— First prize, Walter R. Lantaff, J. N. Adam &
Co., Buffalo. Second prize, Walter R. Lantaff. Third
prize, Leslie D. Slack, A. Livingston & Son, Bloomington,
111.

Class 26 — First prize, H. H. Seaj^ Walker D. G. Co.,
Charleston, W. Va. Second and third prizes. Otto R.
Greschke, Dancer-Brogan, Lansing, Mich.

Class 27 — First, second and third prizes, Karl M. Am-
dahl, The Palace, Spokane, Wash.

Class 28 — First prize, Fred King, Block & Kuhl Co.,
Peoria, III. Second prize, George F. McConnell, Jassby's,
Montreal. Third prize, Ernest Willson, Kodak, Ltd., Lon-
don, England.

Class 29 — First prize, Oscar F. Ryan, Anderson-New-
comb Co., Huntington, W. Va. Second prize, W. R. Lan-
taff, J. N. Adam & Co., Buffalo. Third prize, Edward K.
Lummus, Almy's, Montreal.

Class 30 — First prize, J. H. Everetts, Pegues-Wright,
Hutchinson, Kas. Second prize, Philip Belanca, David's
Bros., Buffalo. Third prize, W. K. Best, Turner-Ebiiiger
Co., Marietta, Ohio.

Class 31 — First prize, W. Oliver Johnston, Johnston-
Walker, Ltd., Edmonton, Canada. Second prize, Karl M.
Amdahl, The Palace, Spokane, \\'ash. Third prize, H. H.
Seay, Walker D. G. Co., Charleston, W. Va.

Class 32 — First prize, V. L. Carson, San Antonio, Tex.
Second prize, L. L. Wilkins, Jr., Crook-Record, Paris. Tex.
Third prize, Walter E. Zemitzsch, Famous & Barr, St.
Louis.

Class 33 — First prize, Walter E. Zemitzsch, Famous &
Barr, St. Louis. Second prize, L. A. McMullen, Eastern
Outfitting Co., Portland, Oregon. Third prize, R. W.
Scott. R. H. Fyfe Co., Detroit.

Class 34 — First prize, J. F. Webber, Mabley & Carew,
Cincinnati. Second prize, J. C. Mackey, Rich & Bros., At-
lanta, Ga.

Class 35 — First prize, Matt Markusich, Saul Wolfson,
San Antonio, Tex. Second prize, W. Oliver Johnston,
Johnston-Walker, Ltd., Edmonton. Third prize, Matt
Markusich, San Antonio.

Class 36 — First prize, Curtis L. Ferrell, Davidson's,
Hattiesburg, Miss. Second prize, M. L. Hoffstadt, The
Peoples Store, Charleston, W. Va. Third prize, M.
L. Hoffstadt, Charleston, W. Va.

Homer H. Seay

Class 37 — First, second and third prizes, A. G. Sten,
Helena, Ark.

Class 38— First prize, M. L. Hoffstadt, The Peoples
Store, Charleston, W. Va. Second prize, Ellsworth H.
Bates, C. W. Klemm, Inc., Bloomington, 111.

Class 39— First prize, M. L. Hoffstadt, The Peoples
Store, Charleston, W. Va. Second prize, Matt Markusich,
Saul Wolfson. San Antonio, Tex. Third prize, Lee Curtis
Rose, Flint, Mich.

Class 40 — Sweepstakes — First prize, Walter E.
Zemitzsch, Famous & Barr, St. Louis. Second prize, Carl
W. Ahlroth, The Union Company, Columbus, Ohio. Third
prize, H. H. Seay, Walker D. G. Co., Charleston, W. Va.
Honorable mention, J. V. Williams, Wolf Clothing Co., St.
Louis, Mo.; Otto Greschke, Dancer-Brogan, Lansing,
Mich.; J. E. Hancock, Schwab & May, Charleston, W. Va.;
C. A. F. Smith, Davenport, la., and Arthur W. Merry,
Toledo, Ohio.

Card Classes

Class 41 — Pen Lettered — First prize, B. A. Rainwater,
Hess-Culbertson, St. Louis, Mo. Second prize, E. W. Cal-
vin, Werner & Werner, St. Louis, Mo. Third prize, Geo.
W. Foster, Browning King & Company, St. Louis, Mo.
Honorable mention, Ellwyn McEachnie, Jahraus Braun
Company, Buffalo.

Class 42 — Brush Lettered — First prize, Ellwyn Mc-
Eachnie, Jahraus Braun Company, Buffalo. Second prize,
A. L. Meadows, Washer Bros., Fort Worth, Texas. Third
prize. Homer H. Seay, Walker Dry Goods Co., Charleston,
W. Va. Honorable mention, Ellwyn McEachnie, Buffalo.

Class 43 — Air Brush Designs — First prize, A. L.
Meadows, Washer Bros., Fort Worth, Texas. Second
prize, Cyrus A. Bush, John Mackett Co., Toledo, Ohio.
Third prize, Lawrence A. Hood, Schmitz & Shroeder Com-
pany, Detroit.

Class 44 — Show Card Sweepstakes — First prize, Homer

H. Seay, Walker Dry Goods Company, Charleston, W. Va.
Second prize, Oscar F. Ryan, Anderson-Newcomb, Hunt-
ington, W. Va. Third prize, E. W. Calvin, Werner &
Werner, St. Louis, Mo.

Limit Classes

Class 1— First prize, W. A. Montgomery, W. T.
Ducker Company, Quincy, III. Second prize, G. E.
Wheete, Vanderer's, Tulsa, Okla. Third prize, Jerome
Jaffrey, Newcomb-Endicott, Detroit.

Class 2 — First prize, Karl M. Amdahl, The Palace,
Spokane, Wash. Second prize, Karl M. Amdahl, Spokane,
Wash. Third prize, L. iJ. Wilkins, Jr., Crook-Record,
Paris, Tex. Honorable mention, W. Oliver Johnston,
Johnston-Walker, Ltd., Edmonton, Can.

Class 3 — First prize, W. Oliver Johnston, Johnston-
Walker, Ltd., Edmonton, Can. Second prize, W. Oliver
Johnston. Third prize, Curtis L. Ferrell, Davidson's, Hat-
tiesburg, Miss.

Class 5 — First prize, Jerome Jaffrey, Newcomb-Endi-
cott, Detroit.

Class 6 — First prize, John T. Mackey, Kespohl-Moh-
renstecker, Quincy, 111. Second prize, W. Oliver Johnston,
Johnston-Walker, Ltd., Edmonton, Can. Third prize, Karl
M. Amdahl, The Palace, Spokane, Wash.

Wm. H. Hinks

Class 8 — First prize, L. L. Wilkins, Jr., Crook-Record,
Paris, Texas. Second prize, G. E. Wheete, Vanderer's,
Tulsa, Okla.

Class 9 — First prize, W. A. Montgomery, W. T.
Ducker, Quincy, 111. Second prize, W. Oliver Johnston,
Johnston- Walker, Ltd., Edmonton, Can.

Class 10 — First prize, W. Oliver Johnston, Johnston-
Walker, Ltd., Edmonton, Can.

Class 13 — First prize, W. Oliver Johnston, Johnston-
Walker, Ltd., Edmonton, Can.

Class 14 — First prize, W. A. Montgomery, W. T.
Ducker, Quincy, Illinois.

Class 15 — First prize, L. L. Wilkins, Jr., Crook-Record,
Paris, Texas. Second prize, W. Oliver Johnston, Johns-
ton-Walker, Ltd., Edmonton, Can.

Class 16 — Karl M. Amdahl, The Palace, Spokane,
Wash. Second prize, George W. Foster, Browning King
& Company, St. Louis.

Class 17 — First and second prizes, George W. Foster,
Browning King & Company, St. Louis.

Class 20 — First prize, L. L. Wilkins, Jr., Crook-Record
Company, Paris, Texas. Second prize, Hildreth E. Funk,
Menier Dry Goods Company, Greensburg, Indiana.

Class 21 — First, second and third prizes, Gerald Picken,
C. R. Ryder, Brisbane, Australia.

Class 24 — First prize, Wesley V. Reed, Wolf & Wilson
Drug Co., St. Louis Mo.

Class 26 — First prize, Thomas F. McCormick, Peoples'
Outfitting Company, Detroit. Second prize, Jerome Jaf-
frey, Newcomb-Endicott, Detroit.

Class 28 — First, second and third prizes, Wesley V.
Reed, Wolf & Wilson Drug Company, St. Louis, Mo.

Class 31 — First prize, Hildreth Funk, Menier Dry
Goods Company, Greensburg, Indiana.

Class 24 — First prize, Thomas F. McCormack, Peoples'
Outfitting, Detroit.

Grand Prize

Awarded to the Association member winning the
greatest number of points in contest.

Winner — Walter E. Zemitzsch, Famous & Barr, St.
Louis.

Capital Grand Prize

Awarded to the branch Association whose members

collectively win the greatest number of points in the
contest.

Winner — St. Louis Association of Display Men.

petition. Mr. Zemitzsch's total together with points won
by other men of St. Louis resulted in the Capital Grand
Prize being awarded to the St. Louis Association of Dis-
play Men.

Zemitzsch Bi^ Point Winner

WALTER E. ZEMITZSCH, display manager for
Famous & Barr, St. Louis, Mo., and the man who
put the 1917 I. A. D. M. convention over in classy style,
was very much in evidence at the Detroit meeting as may
be noticed from a perusal of the list of winners in I. A.
D. M. display contest. In addition to capturing twelve
prizes, including the sweepstakes award, Mr. Zemitzsch
was the winner of the Grand Prize, awarded to the in-

Walter E. Zemitzsch, Famous & Barr, St. Louis

dividual winning the greatest number of points in com-
petition. His total was 175 as against 110 for Ellsworth H.
Bates, displlay manager for C. W. Klemm, Inc., Blooni-
ington, 111., the runner-up in this phase of the great com-

Klin^s Special via Wabash

As in past years the Chicago Association of Display
Equipment Manufacturers was very much in evi-
dence with practically 100% representation in the Great
Exposition. However, the delegates missed the usual
activities of the Chicago boosters during the voting on the
1921 convention city, the same being notably absent due
to the disposition of the Chicago men to refrain from con-
testing the St. Paul Display Men's Association, in the
matter of the next meeting place. The Chicago men will,
undoubtedly, be active in the campaigning next year.

Members of the Chicago Association made the trip
to and from Detroit on special train, this class being the
plan and under the direction of Sidney Kling, Wallbrunn,
Kling & Co., and treasurer of the Chicago Association of
Display Equipment Manufacturers.

7he Esterbroolc Card Writing Contest

THE Esterbrook Pen Manufacturing Company card
writing contest, which created so much interest at the
Chicago convention in 1919, was again a prominent feature
at Detroit and many of the best card writers in the country
entered the competition.

The first prize, twenty-five dollars, for the best five
cards sent to the contest directors at the convention, was
won by E. W. Calvin, display manager for Werner &
Werner, St. Louis, Mo. The second prize in this class,
$10.00, was won by G. E. Wheete, display manager for
Vandever's, Tulsa, Okla. Honorable mention was voted
to D. D. Dickinson, display manager for Schuneman &
Evans, St. Paul, Minn.

In the special D class, for best card made while in
attendance at the convention, G. W. Foster, display man-
ager for Browning, King & Company, St. Louis, Mo., was
declared the winner and awarded $25.00. Honorable men-
tion was given to A. A. Hanson, display manager for
Clayton's, Detroit.

B. A. Rainwater, display manager for Hess & Cuth-
bertson, St. Louis, and recognized as one of the best pen
letterers in the country, was in charge of the Esterbrook
competitions.

Ohio Organizes as State Association

TUESDAY, July 13, during the progress of the 1. A.
D. M. convention the various local associations of
the state of Ohio met in joint session and perfected a
stale organization, adopting the name, the Ohio Associa-
tion of Display Men. Application was immediately made
for charter from T. Guy Duey, secretarj' of the I. A. D. M.,
the Ohio organization presenting a list of one hundred
men already affiliated with the new association.

William H. Teal, display manager for LaSalle &
Koch, Toledo, and for years a most active and influential
member of I. A. D. M. conventions was elected president
of the Ohio Association, while Carl W. Ahbroth, display
manager for The Union Company, Columbus, was chosen
vice-president. L. F. Dittmar, who directs displays for
Rike-Kumler Company, Dayton, is the secretary.

The new Association plans on two meetings each
month and preliminary arrangements are being perfected
for a big state convention in one of the big Ohio cities
for the early part of May, 1921.

St. Paul Association of Display Men. This Club Will Stage the 1921 I. A. D. M. Convention.

St. Paul the 1921 Convention City

BEN J. MILLWARD, chairman of the I. A. D. M.
Program Committee, Howard E. Bartlett, president
of the St. Paul Display Men's Association and the mem-
bers of the St. Paul and Minneapolis clubs have set to
work on a campaign designed to make the 24th annual
convention of the I. A. D. M. to be held in St. Paul,
next July, even more important and pretentious than the
great Detroit meeting of last month. Mr. Millward has
already perfected his program committee, and with Mr.
Bartlett has several local committees busily at work. Of
interest is the very desirable action of the new program
chairman in enlisting in the various committees the
services of a number of the leading merchants of St. Paul,
Minneapolis and other Minnesota and Wisconsin cities.
The leading figures in the Twin Cities promise a greater
development and importance in the I. A. D .M. through
a keen and active interest of merchants, and the 24th
annual meeting of the I. A. D. M. will undoubtedly find
hundreds of merchants in attendance.

No sooner had the St. Paul men returned to the
Minnesota capital than President Bartlett issued a call
for meeting which every member of the St. Paul club
attended. Plans were discussed, various committees ap-
pointed, and a number of St. Paul merchants addressed
the meeting. It was announced by Mr. Millward that
the Auditorium, one of the finest and most beautiful build-
ings in the country, had been secured for the 1921 I. A.
D. M. convention.

The enthusiastic energy of the St. Paul display men
and merchants is matched only by the determination of the
display artists of Minneapolis to be of tremendous im-
portance and assistance in making the St. Paul convention
an unparalleled event in I. A. D. M. annals. William H.

Hinks, one of the most popular as well as important
members of the International Association of Display Men,
will serve as one of the Minneapolis representatives on
Chairman Millward's program committee, and all who
know "Bill" will agree that his selection augurs well for
the success of the program.

A bigger and better convention than Detroit is a
man's size ambition but, to utilize Mr. Millward's expres-
sion— "Watch St. Paul next July."

British Artist Enthusiastic

EDWARD N. Goldsman, display manager for Self-
' ridge & Co., Ltd., London, and president of the
British Association of Display Men, was a visitor to the
Chicago ofifice of Merchants Record and Show Window,
last month, coming here from Detroit, where he was a
distinguished delegate to the I. A. D. M. convention.

This great artist from across the Atlantic is enthus-
iastic concerning the probable affiliation of the British
Association and the I. A. D. M., and ventured the opinion
that the close co-operation bf the two great bodies was
necessary in the work of developing and extending the
influence of the display profession.

Madison Men to Organize

IMMEDL\TELY on their return home from the Detroit
convention of the International Association of Display
Men the display men of Madison, Wisconsin, held a meet-
ing and perfected plans for the organization of the display
men of Madison. About twenty men have signified inten-
tion of joining the new association.

drapes foir- Convention Delegates

Herman Franhenthal, display manager for B. Altman
& Company, and artist of international fame, provides
I. A. D. M. program ^em — Presents drapes of rare
beauty and introduces new fashion — Suggestions for

future greats

□ t^=>QO:S3El

ONE of the outstanding features of the edu-
cational program of the 23d annual conven-
tion of the International Association of Dis-
play Men, held at Detroit, July 12-15, was the dem-
onstration on novelty draping by Herman Frank-
enthal, display manager for B. Altman & Company,
New York City. This master mind of draping ex-
perts fairly startled the 1,200 delegates and guests
with his rare ability in handling silks and draping
them over forms without cutting the materials, and
at the close of his demonstration there was left no

doubt as to logical claim to the reputation which
for years has placed Mr. Frankenthal as the leading
exponent in the art of draping.

During the process of the draping Mr. Franken-
thal explained many points of the work and offered
suggestions of great value.

"It is possible," said the great artist, "to create
out of a 50-cent gingham a gown that will make
every woman who sees it want a dress of the same
material. Frequently when I go through the store
a buyer will say, 'Here is a piece of gingham that

Drape 1 — Front View.

Back View of Drape 1.

Drape 2 — Front View.

Drape 2— Back View.

isn't selling very well. Will you drape a form with
it?' I will design a dress that will attract the wom-
en shoppers, and invariably the material is gone in
the twinkling of an eye."

Mr. Frankenthal's first creation for the conven-
tion delegates was a stunning evening gown of black
and gold brocaded silk retailing at $35 a yard. The
foundation was gold cloth. One end of the lace
was pinned onto the corsage with the edge on top,
and fell in great graceful folds, while the other end
of lace was utilized for the skirt. The brocade was
draped in a point from the corsage and formed
plaits standing out on the hip, the other end of the
material combining in the formation of the skirt,
being draped across the back to the left side and
falling in a long full train. From the top corsage
in back and attached to the two shoulder straps was
a red velvet court train which was gracefully
dropped in soft plaits. On the right side was a beau-
tiful red rose with gold leaves. Illustration Num-
ber 2 shows the back of the gown described, and the
real beauty and artistry of the creation is readily
granted.

The second number of Mr. Frankenthal's con-
tribution to the I. A. D. M. program is presented
through Illustration Number 3. Here is a gown
of rare beauty and one in which the real skill of the
Gotham artist was most distinctly evidenced. The
drape was made of brown brocaded velvet and a
material and style shown in Detroit for the first
time. The material was draped from the front and
forming a sc^uare in the back, was brought to two
points from which material fell in graceful folds,
terminating in a train. Over the front a beautiful
brown and gold lace was draped onto the shoulder
straps, meeting in tvi^o points in the back. In the
center front an ornament was suspended on a gold
ribbon. The lace was draped over the train in such
a manner as to form a cascade on one side.

Following his demonstration, at the close of which
he was accorded a rousing vote of appreciation, Mr.
Frankenthal passed a number of his recent drape
sketches among the audience for inspection. Many
of these creations were the originals of styles and
fashions later adopted by famous French fashion de •
signers.

The Manufacturers' Exposition

TIE exhibits by manufacturers at the Detroit con-
vention surpassed in number and elaborateness
any similar efforts that had been made at former
meetings. Appreciating the importance of this meet-
ing, most manufacturers arranged for comprehensive
displays to be carried out on an impressive scale.
This was made possible by the large size of the ex-
hibition hall. Large as it was, however, the hall was
none too big and space was at a premium. The main
floor was completely occupied by the many interesting
exhibits, some of which had to be made in the gallery.
Naturally the practical success of the exhibition was
measured by the volume of sales and these were gen-
erally so satisfactory that practically all of the ex-
hibitors have expressed their intention of exhibiting
next year at the I. A. D. M. Convention in St. Paul.

Much of the success of the exhibition was due to
the strenuous and untiring efforts of Mr. Wendel and
his able assistants who had on their hands a tremen-
dous job in putting up partitions, making electrical
connections and doing hundreds of other things pre-
paratory to the big show. The exhibits and those in
attendance were as follows :

Walbrunn, Kling & Co., Chicago. This booth was
in charge of Sid Kling and throughout the meeting was
the Mecca for all who were interested in show card writers
supplies. On exhibition was shown practically every tool
or material used in the making of show cards. Pens for
all kinds of lettering, brushes for every purpose, air
•brushes, card boards and scores of miscellaneous tools
and helps for the card writer and display man were shown.
The exhibit was one of exceptional interest and those

who were unable to attend the convention should certainly
send for the catalog of Wallbrunn, Kling & Co., which
lists all of the articles that were on exhibit. With Mr.
Kling in this booth was C. L. Grifis, representing the
Chicago Mat Board Co. with a big line of special card
boards for card writers.

Cleveland Decorative Works, Cleveland, Ohio. This
firm displayed a handsome line of window valances, floor
mats and similar goods. In addition to many beautiful
specimens of valances, a large collection of sketches illus-
trating original designs was on exhibit. This is one of
the old and well known valance firms. It has a reputation
for quality and originality combined with reasonable
prices. Jack Friedman was in charge of this exhibit.

Cora Scoville Patch, Detroit. This exhibit was one
in which a number of posters of novel design were shown.
They were approximately life size and the costumes and
practically all of the details were worked out in actual
merchandise. The purpose of the designer is to use these
posters in panels on window backgrounds or in depart-
ments of the stores.

Curtis-Leger Fixture Co., Chicago. This firm showed
a splendid line of window equipment including wax figures,
metal and wood fixtures, papier mache, valances, floor
coverings in French designs, etc. In this booth were also
shown a diversity of the celebrated X-ray lighting appli-
ances for windows and other purposes. The line of wax
shown in this exhibit is made up largely from entirely new
models that show many new and desirable features that
won the unqualified approval of display men and mer-
chants alike. A collection of electrically lighted flowers
and plants yas also shown by Curtis-Leger Fixture Co.
Kenneth Curtis, Larry Burke and J. M. Kerlin were in
charges of this interesting display.

Detroit School of Lettering, Detroit. For the show
card man, one of the most interesting booths was that of
the Detroit School of Lettering which was presided over.

The Curtis-Lecer Fixture Co. Display.
64

by L. S. Strong, president of the School, and C. E. Good-
lander. Everything imaginable for the use of the card
writer and sign painter was shown. This included brushes,
pens, paints, inks, cardboards, air brush outfits, etc. There
was also on show a large collection of useful books for

The Detroit School of Lettering Booth.

the instruction of the card or sign man. This booth was
also headquarters for Roy O. Barber, Ray Holmes and
M. E. Gibbs the official sign painters of the convention.
These boys worked night and day in preparing signs for
exhibitors and others that included everything from an
enormous sign for the Hotel Statler to small tickets. In
one corner of the Strong booth was an interesting section
devoted to "Snow White'" that is so well known to card
writers.

Modem Artificial Flower Co., Chicago. A big general
line of decorations was shown by this firm using an ar-
tistic background of original and pleasing design. The
Modern line of flowers embraces a big variety covering
everything from the simplest domestic products to the

most elaborate designs. These are made up in sprays,
vines, and other arrangements calculated to meet the re.
quirements of every occasion. An excellent line of wicker
ware was also shown in this exhibit which was in charge
of Arnold J. Abrams and Harry Green. A new catalog
is being sent out by this company and Mr. Abrams asks
that all display men who are not already on the mailing
list, send in their names at once.

L. Baumann & Co., Chicago. This well known firm
made an imposing display of high class window and store
decorations. Flowers, foliage, sprays, fruits in many
clever new designs and color effects for the coming season.
L. Baumann & Co. is one of the best known flower houses
in America. This house is known wherever good floral
decorations are used, their cus'comers being numbered
among the best stores of the United States and Canada.
The display in Detroit was in keeping with the high
prestige of L. Baumann & Co. Those in charge of this
exhibit were G. Reising, F. J. Monihan, H. Mende and J.
J. McCarthy.

Armstrong Cork Co., Linoleum Department, Lan-
caster, Pa. The exhibit of this concern was one of the
most interesting at the convention. Its purpose was two-
fold— to show the advantages of various kinds of linoleums
as show window floor material and to suggest to display
men improved ways of displaying this class of merchan-
dise in the show window. A number of new linoleum
designs were shown that are especially appropriate for
show window floors and which are highly effective when
used for that purpose. Some of them are in patterns
duplicating hard wood; others are in plain tones in pleas-
ing effects. The Armstrong Cork Co. is conducting a
window display contest that every display man should
know about. Full information will be sent upon request.
S. E. Conybeare and J. C. McCarthy, respectively Adver-
tising Manager and Assistant Advertising Manager of this
branch of the Armstrong Cork Co. were in charge of the
Detroit exhibit.

Melius & Cowley, Chicago. This firm had one of the

largest exhibits at the convention and showed a repre-
sentative collection of the admirable figures of the French

The Handsome Display of Modern Artificial Flower Co.

Wax Figure Co. of Milwaukee. Among these remarkably
lifelike figures were several that attracted more than
ordinary attention not only because of their clever model-
ing but because of their clever posing. One that was
greatly admired was a full female figure posed as a diver.
Another novelty was a boy bather's figure in reclining
position. With this exhibit were Harry F. Melius, C. R.
Cowley, C. A. Cowley, Chas. Vetter and Fred Bartelmann.

J. H. Blecher, Detroit. In this exhibit was shown an
interesting line of wax figures in new models. Among
other features, these figures were notable for their con-
formity to the most recent trend of fashion in the matter
of shoulders. A number of refinements, were also evident
in the modeling and finishing of the hands and arms. J.
H. Blecher was in charge and demonstrated a new idea
in the furnishing of figures with two sets of arms adapting
them to the display of both heavy suits and garments with
transparent sleeves.

General Electric Co., Harrison, N. J. This booth was
in charge of E. F. Newkirk who demonstrated most ef-
fectively the value of good window lighting and the im-
portance of using lights that develop the proper color
values in displays. A system of switches was connected
up with several series of colored lamps so that a number
of different color combinations could be had in the model
window. Display men generally are becoming m'ore ap-
preciative of the importance of proper lighting and Mr.
Newkirk was kept busy explaining the theory and practice
of window lighting to interested display men.

The Root Trade Publications. In this booth the
Dry Goods Reporter of Chicago, Dry Goods Econotnist
of New York and Drygoodsman of St. Louis were repre-
sented by George Cowan and Claude Potter. In addition

to the various publications, a number of prizes consisting
of cups, silverware, etc., being offered in window display
contests were shown.

Bert L. Daily, Dayton, Ohio. The Daily exhibit showed
his big line of card writing equipment including pens,
brushes, air brushes, inks, colors, cardboards and every-
thing else the card writer uses. Mr. Daily has specialized
in this line for many years and during that time has been
adding item after item to his line whenever any kind of
a demand arose. As a consequence his line has grown
until it now embraces practically every article or material
used by card writers. His goods are used wherever card
writing is known. At the booth with Mr. Daily were Mrs.
Daily and R. W. Meyer.

Pittsburgh Reflector & Illuminating Co., Pittsburgh.
The Pittsburgh line of show window reflectors was shown
to indicate the thorough manner in which these reflectors
are manufactured and the high quality of the materials
used. An interesting feature of this exhibit was a big
collection of photographs showing some wonderfully
handsome show windows in which Pittsburgh reflectors
are used. Among the stores shown were many of the hest
known in leading cities all over America. J. J. McFarland
of Pittsburgh and W. S. Herrmann of Detroit had charge

Mutual Flower Co., New York. A Ballerini who rep-
resented this firm showed a line so widely varied and
containing so many excellent numbers that it was cal-
culated to meet any requirement as to variety or price.
This is one of the oldest flower houses in America but
until within the past two years practically the entire out-
put has been distributed through the jobbing trade. The
Mutual Flower Co is now selling the user direct, thereby
saving him the middleman's profit. It is the general idea

L. A. KicHLKR Co. Exhibit Showing Embroidered Backgrounds.

roMS

IVORLO'S LARO-ESr MANUFACrURERS OF DISPLAY rOKMS

The Baelow-Kimnet Exhibit Showing Mannequin Forms.

of the designers of this company to adhere closely to
nature in all its products but at the same time they are
prepared to work out any design for which there may
be a demand. The line prepared for the coming season
shows a splendid collection of flowers, sprays, vines, fruits,
foliage, etc., made up in designs that appeal to the display
man who appreciates high quality but is looking for big
values.

Barlow-Kimnet Co., New York. The exhibit of this
firm showed a particularly good line of high class display
fixtures and forms including some remarkably handsome
wax fixtures on the celebrated Mannequin "Chicken"
models. The combination of the splendidly modeled heads
and arms with the beautifully designed and perfectly fin-
ished figures appealed to display men. One of these forms
was selected by Fred Johansen of Union Hill, N. J., to be
used in the draping contest. Mr. Johansen was awarded
the prize for this drape and attributed this fact to the
excellence of the figure used. There were many other
fixtures in the Barlow-Kimmet display that won the un-
stinted praise of display men. S. Nettler and D. Weiriburg
had charge of the display.

The Multi Color Co., Detroit The slogan of this
company is "Everything for the artist" and the exhibit
certainly embraced a large and varied lot of implements
and tools for the show card writer and display man.
A device that attracted much notice from show card men
was an automatic air compressor for the air brush which
was remarkably simple and complete. Miss C. Trask
demonstrated "petroplast," a modeling clay that facilitates
the making of relief work. C. C. Peterson was in charge
of this display.

"Signs of the Times," Cincinnati, Ohio, This booth
showed publications for the cardWriter and sign painter.
E. D. Sargent and L. D. Brauer were in charge and dis-
tributed memorandumi books as souvenirs.

Bodine-Spanger Co., Chicago. The booth of this firm
was one of the most interesting spots of the exhibition.
Here were shown a wide range of modern ideas in window
and store decoration. Included were paintings and dec-
orations in many styles and all of them extremely effective.
Most display men, however, were more interested in the
color drawings and sketches showing complete window
settings and other schemes of decoration. Mr. Bodine is

known throughout the world in his chosen field and all
display men recognize him as a master of his craft. As
a result most display men consider it a real opportunity
to study his drawings. The background of the demonstra-
tion stage where the convention program was carried out
was the work of Mr. Bodine. The centerpiece was a large
painting in imitation Batik which was greatly admired.
With the Bodine-Spanger Co. exhibit were J. Clarence
Bodine and Chas. A. Bodine.

J. F. Gasthoff & Co., Danville, 111. In the large space
occupied by this company was shown a fine collection of
flowers and other decorative specialties in both paper and
cloth. The flowers shown presented a splendid variety
ranging from the simplest blossoms and vines to the most
elaborate designs. While this house carried decorations
of the highest class, a specialty is made of low priced
goods. Mr. Gasthoff states that his location and local
conditions make it possible to turn out high class pro-
ducts at a fraction of the cost of factories situated in
large cities. His factory is equipped with all kinds of Ikbor
saving devices which also help to lower production costs.
Mr. Gasthoff expressed himself as highly pleased with
the business done during the convention. Those at the
Gasthoff exhibit were J. F. and E. W. Gasthoff, Joe
Neiswender, Fred Marz and Walter Heuman.

Chicago Statuary Mfg. Co., Chicago. An exhibit

that attracted special notice at the convention was that of
the Chicago Statuary Mfg. 'Co. which showed a number
of decorative features that won the highest praise. The
central figure of this showing was a fountain in which a
mermaid was gracefully posed above an immense shell.
This fountain is made in two sizes, one full life size and
the other slightly smaller. It is an exceedingly pleasing
design. In this booth were also shown vases, urns,
architectural effects etc. Ralph M. Groppi had charge of
the exhibit.

Apex Show Card Service, Detroit. The showing of
air brush blanks, show cards, price tickets, etc. of this
firm was a revelation to many show card writers. This
service offers a big help and saving of time to the card
writer who desire to use artistic cards but has not the
time to make them. The Apex line offers a wide selection
covering practically every line of business. While in
Detroit, a number of card writers and display men made
arrangements to handle the Apex line.

The New Display Fixtuke Shown by Superior Brass & Fixtxjre Co.

Superior Brass & Fixture Co., Chicago. While this
house carries a wonderfully complete line of window and
store equipment, the convention exhibit was planned to
emphasize a new combination display device that has just
been brought out. This is a wood fixture of attractive
design that has been planned for showing haberdashery,
women's wear, etc. The designer has so planned this
fixture that it is easily trimmed with almost any kind of
merchandise and can be arranged in hundreds of attractive
combinations that will appeal to the display man and the
buying public alike. It met with the unqualified approval
of display men generally and was spoken of as especially
valuable for smaller stores that find it impracticable to
buy a big equipment of wood display fixtures. J. Mors
had charge of this booth and was assisted by I. Copeland.

Messmore & Damon, Inc, New York. This display
was the chief center of attraction for hundreds of visitors
to the convention. The fascinating power of attraction of
motion in a display was well illustrated by the several
extremely clever mechanical papier mache figures shown
in this booth. One figure was the "Shimmying Santa
Clause" who went through the characteristic contortions
of the "shimmy" dance for hours at a stretch. Then there
was a donkey that waggled his ears and rolled his eyes in
a most diverting manner. A hig monkey juggled a bar,
rolled his eyes and stuck out his tongue. All of these are
remarkably good attractions for the holiday windows or
toy section. They were supplemented by a modern Noah's
Ark family made up of pink pigs, green eleplants and
other fanciful creations well calculated to make a won-
derful impression upon the crowds of youngsters that
throng the store at Christmas time. In another part of
the exhibit was a beautiful display of high art papier
mache including immense vases, backgrounds, urns, etc.
A handsome catalog is issued by this company showing
the complete line. Mr. and Mrs. G. H. Messmore had
charge of the show.

Jos. Sobel's Sons, New York. This firm had a most
convincing showing of figures and forms. Waist and
suit forms in various up-to-date designs were shown with
vases of a variety of patterns including a very attractive
Adam design. Mr. Sobel, who had charge of the display
stated that his house is specializing on quantity produc-

tion of staple designs with the view of reducing production
and selling costs to the minimum. This, he states, has
been accomplished successfully through low rents, a profit-
sharing working force and the elimination of executive
and overhead expense whenever possible. The fact that
many of the best syndicate stores all over the country
use Sobel forms is ample proof that these forms are all
that can be desired in quality and price. A new circular
is now being prepared by this company which will show
all of the forms and bases separately. This will enable
the merchant or display man to make his selection of
forms and bases in any combination that may suit his taste.

Modern Art Studios, Chicago. Every display man
who saw the exhibit of this firm was impressed by the
originality and rich simplicity of the background shown.
This background was in autumn tones and was a typical
example of the unique and truly artistic products that are
offered at prices much less than might be expected for
designs showing the individuality and high character of
these. Designs from' this firm always impress the beholder
with their evident originality. They are not revamped and
worked over ideas, but the direct results of decorative
ideas that have been originated, developed and perfected
by the artists of the Modern Art Studios. In addition to
the beautiful simplicity of design and the artistic handling,
the Detroit exhibit showed a number of new ideas in
technical treatment that had not been shown before. This
firm has developed a big business among display men who
appreciate the true economy of purchasing window decora-
tions that are designed by real artists and built by work-
men who know their business. Ben Allaun was in charge
of the convention exhibit.

Merchants Record and Show Window, Chicago. Dis-

playmen at the convention showed a lively interest in the
booth of the official organ where were displayed the cup
and medals awarded in the Annual Contest just closed.
Considerable interest was also shown in the Display
Managers' Hand Book of Decoration. This is a new and
decidedly valuable contribution to the literature of period
decoration. It is the work of Leslie Stuart Janes and is
a very comijletely illustrated treatise on Egyptian orna-
mentation. A simple color chart indicates all of the color
schemes accurately.

Attractive Booth of Doty-Scrimgeour Sales Company, New York City.

Doty Scrimgeour Sales Co., New York. A remark-
ably complete line of decorative papers in almost endless
variety was shown by this company. Ornamental papers
are widely used for window decoration and their popu-
larity has been materially increased through the efforts
of Doty Scrimgeour Sales Co. in producing a line so attrac-
tive and so comprehensive that it meets practically every
requirement of the display man. In this exhibit were
shown several remarkably pleasing backgrounds orna-
mented entirely with decorative papers. This form also
carries an excellent line of artificial flowers and handles
many specialties that are illustrated in a recent catalog
that is being sent out together with samples of papers.
Fred O. Zapfe was in charge of this interesting display.

J. Spencer Turner Co., New York. This firm is the
selling agent for Stark Mills of Manchester, N. H., manu-
facturers . of Startex crash toweling. The exhibit was to
call attention to the window display contest being con-
ducted and which is open to display men without cost to
them. The prizes are sufficiently valuable to be well worth
working for and much interest is being exhibited. Startex
is an improved toweling which is carried in practically
every department store, so most display men will have
no difficulty in entering the contest. Advertising matter
explaining the contest and offering suggestions for dis-
plays, was distributed at the convention booth. Those not
attending the meeting should send for this information.
C. W. Hamblen had charge of the exhibit.

Decorative Fixture Co., Chicago. In this exhibition
were shown high class designs in period wood display
fixtures. There were also shown some background screens
that attracted universal admiration. One of them was a
walnut screen elaborately hand carved. This screen was
a masterpiece of designing and workmanship such as is
rarely seen even in the costliest furniture. Another screen
or background was in inlaid wood designed and carried
out in exquisite taste. The period fixtures shown were
of unusually pleasing design and finish. This display
demonstrated impressively the remarkable progress that
has been made in designing and building of wood fixtures.
In charges of this display was A. J. Wolfe, the president of
the company.

McKenna Bros. Brass & Manufacturing Co., Pitts-
burg. This firm made an impressive display of high class
forms and fixtures designed along the most improved
lines and built in the thorough manner that has made an

enviable reputation for the McKenna Bros. Brass & Man-
ufacturing Co. all over the country. For 68 years this
company has been making good fixtures and merchants
and display men have grown to look upon this name as
standing for the best goods that can be produced in the
matter of design, material, workmanship and finish. A
new catalog issued by the McKenna Co. has much in it
to interest the display man. Unless a copy has been
received this book should be sent for. Representatives
in attendance at the Detroit convention were Ross Ray-
mond, W. F. Kelso, J. H. Hiller, C. C. Shaflter and E. H.
Miller.

The Bergman-Koropp Co., Chicago. The line of pre-
pared plants and flowers exhibited by this concern was
a revelation to most of the display men who saw these
exquisite productions. The decorations were in a great
variety of grasses, foliage, pods and other botanical
specimens, perfectly preserved and wonderfully colored in
metallic and irridescent tints of marvelous delicacy and
beauty. One design was a water lily wreath with pendants
and festoons. This was made of foliage and stems in a
rich gold and would make an admirable feature for a golden
anniversary. As high class decorative materials, this line
is undoubtedly destined to receive wide recognition. Mr.
and Mrs. V. Bergman were in charge of the exhibit.

Benning Decorating Co., Detroit. A comprehensive
line of general window equipment was shown by this
company. Included were wood and metal fixtures of
every variety and of the most approved designs, artificial
flowers, valances, cutout display figures, papier mache
forms and, in fact, everything that is required in the
equipment and decoration of good windows. Mr. and
Mrs. Robt. J. Benning and H. R. DeVol were in attend-
ance at this exhibit.

National Card, Mat and Board Co., Chicago. A com-
plete line of card boards for show cards was shown in this
exhibit. This is an old and well known firm which has
specialized for many years in card board for card writers
and the line carried has been built up to meet practically
every possible requirement. An interesting line of samples
has been prepared for mailing to those who may be
interested. H. M. Garby had charge of this exhibit.

L. A. Kichler Co., Cleveland, Ohio. This firm has
established a reputation for bringing out new ideas in high
class window draperies and the exhibit made at Detroit
was in keeping with this reputation. The line shown

included not only the well known Kichler valances and
curtains but also introduced a number of embroidered
backgrounds which are a distinctly new feature in show
window treatment. The decorative treatment of these
backgrounds was applied on contrasting fabrics and floor
mats were designed to harmonize. Various designs in
scrolls and floral design were shown. With this booth
were L. A. Kichler, J. C. Kichler, C. L. Parker and A. M.
Emmerling. Mr. Emmerting is an artist and designer
and much of his time at the convention was occupied in
making sketches from suggestions of display men.

Dietz Distinctive Decorations, Nevy York. A splendid
line of high class decorations was shown by E. C. Dietz
who is well known to practicallj' all of the display men
of the United States and Canada. The Dietz line has
won its reputation on high quality and good service. The
close personal acuqaintance of Mr. Dietz with most of
the leading display men of America has placed him in
position to understand every show window need and his
designers and expert flower makers have for years been
turning out goods that have won the descriptive name of
Dietz Distinctive Decorations. Mr. and Mrs. E. C. Dietz
presided over this display.

The Onli-Wa Fixture Co., Dayton. A big circle of
display men who have tested the excellence of Onli-Wa
fixtures found much to interest them in the recnt produc-
tions of this progressive firm. The line is a general one,
covering all standard display devices many of which have
been improved upon in various ways. In addition to the
celebrated Onli-Wa wood fixtures there were shown a
wide range of practical devices in metal and papier mache.
Valances and flowers were also shown. With this exhibit
were J. H. De Weese, M. W. Rutledge and J. C. Shellaby.

Decorative Plant Co., New York. A big line of
flowers, plants, wicker ware and other decorative special-
ties filled the booth of this company. A number of high
class novelties attracted considerable interest. Those in
attendance at this exhibit were: R. Behrisch, T. E. Jones
and H. Geiringer.

Hulsizer & Co., Des Moines, la. This firm interested
many display men with their exhibit of floral and back-
ground decorations in sets. These were arranged to sug-
gest various attractive combinations. C. L. Hulsizer and
Robt. J. Brown were in attendance at this exhibit.

J. W. Johnston, Rochester, N. Y. This exhibit was
one of interest to the show card man. It introduced a
new form of card holder that has recently been brought
out by Mr. Johnston. This is of metal and by a com'-
bination of ingenious devices may be used in a practically
endless number of positions in the show window or on
the counter. Mr. Johnston is a practical card man of long
experience and his new holder is a development that has
been brought about by a thoroughly complete under-
standing of the defects of ordinary show card holders. In
charge of the display were J. W. Johnston, R. E. Sickles
and J. S. Jablonski.

Ornamental Wood Products Co., Detroit. The large
line of Lignine wood carvings familiar to most display
men was shown in the booth of this concern. These
carvings are made up in hundreds of different subjects
suitable for show window decoration. The designs arc
in the shape of scrolls, capitals, bases, medallions, rosettes
and practically everything known to the designer. These
are made of tough material which can be nailed or glued
and will stand a great amount of handling. J. M. Crombie
was in charge of the display.

The McCallum Co., Pittsburgh. A fine line of flowers,
backgrounds, stands, baskets and other decorative special-

ties was presented by the McCallum Co. The backgrounds
were particularly well designed and all of the decorations
were exceptionally attractive in appearance. The McCallum
line is one well calculated to interest every practical
display man who is looking for good values. In charge
of this display were C. W. Brown, C. C. Philips and Homer
D. Wood.

J. R. Palmenberg & Sons, New York. The exhibit
of the Palmenberg line was a notable showing that exem-
plified the wonderful artistic improvement that has come
about in the designing and making of wax figures in this
country. A number of new Palmenberg creations were
exhibited for the first time and created a marked impres-
sion because of their strikingly natural attitudes and gen-
eral appearance of life. This line always arouses much
interest but the exhibit at Detroit made an even greater
impression than usual. Those in attendance at this exhibit
were R. C. Quinsell, Irwin G. Culver, Wm. Candlish and
Austin Hills of New York and Clinton Smiley of the
Chicago branch.

Hugh Lyons & Co., Lansing, Mich. A splendid line
of high class display equipment was shown in the spacious
booth occupied by this company. Here was on display
practically every standard device used by the display man.
This included metal, v^rood, papier mache and wax. Hugh
Lyons & Co. is one of the oldest and most widely known
fixture houses in America and either one or the other of
the big force of salesmen is known personally to prac-
tically every display man in the country. Those in charge
of the convention exhibit were: Arthur Lyons, Ben Frey,
W. L. Holzhaus, Chas. Meyers, Elzin Mifflin, J. Edwin
White and H. G. Hughes.

Esterbrook Pen Mfg. Co., Camden, N. J. B. A. Rain-
water presided over the display of this company and he
was a busy man from the opening of the convention until
its close. It was practically a continuous demonstration
of pens and card writing and many visitors learned from
Mr. Rainwater new crooks and turns in cardwriting. Mr.
Rainwater is an expert card writer and the Esterbrook
pens offer endless opportunity for expert work. The
Esterbrook Pen has been used by card writers for some
years but because of the annual contests held in con-
nection with I. A. D. M. conventions, and the attendant
advertising, this excellent pen has now attained a prac-
tically universal use. It is stated that another contest will
be held for the coming j^ear, an announcement of which
will be made at an early date.

I, L, Bradford Co., Chicago. The widely known
Bradford line of general display fixtures and specialties
was shown in this booth. This line has won for itself
a country-wide reputation for attractiveness in appearance,
sturdiness in material and workmanship and low prices
made possible by low production costs and an economical
selling plan. These features have made the Bradford line
popular with the display man who uses and the merchant
who pays for these fixtures. Tke Bradlite color matching
lamp received a big share of attention in this exhibit. This
is a moderate priced portable lamp that shows all colors
and shades in their true daylight values which makes it
a practical necessity in every store selling men's or
women's wear. Many Bradlites are in daily use in leading
stores. Irving L. Bradford was in charge of the display.
With Mr. Bradford was H. L. Levantine, Detroit repre-
sentative of this firm. Mr. Levantine is a member of the
I. A. D. M. and a practical display man having in charge
the displays of several important Detroit stores.

Karl L. B. Roth, Findlay, Ohio. A remarkably at-
tractive line of valances, floor mats, display pillows was
shown by this firm. Mr. Roth is a designer of unusual

»*--*" " r "^ 1^ ^^1

A Section of Schack Artificial Flower Co. Booth.

ability and for several years lias specialized in hig^h ciass
window draperies of exclusive design. A feature of his
exhibit that received much favorable notice was a line of
handsome "display pillows." These are ornamental pil-
lows of various shapes and sizes, made from velour and
other materials and handsomely decorated. They are used
for displaying many kinds of small merchandise and the
popularity of the idea was forcibly demonstrated by many
of the prize demonstrators who borrowed the Roth pil-
lows and mats in making their displays. It is predicted
that these designs will be widely used in the windows of
leading stores this fall. Mr. and Mrs. Karl Roth had
charge of the exhibit.

Schack Artificial Flower Co., Chicago. This exhibit
was one of particular interest to display men because
of the numerous new ideas shown. The center of interest
at the Schack booth was the new Cactus Aster. This
is a new flower that is different in coloring, shape, and
general character from anythings that has been offered
the display man heretofore. While not in the least
"freakish," the Cactus Aster is so unusual in appearance
that it immediately attracts attention and admiration and,
for this reason, scores of display men were anxious to
show it first in their various towns. This firm also showed
a number of new backgrounds of striking novelty. Wicker-
ware in many new designs were on exhibition and there
were many sprays and other decorations of special in-
terest. In attendance at the Schack booth were Joseph
and Mrs. Schack, Chas. Moderow and Al. Worger.

Modem Display Equipment Co., Detroit. The prin-
cipal feature of this exhibit was an elaborate background
showing the style of decoration that is being featured by
this concern. This is a striking combination of cutouts,
relief and color effects. Most of this is in plastic treatment
which is capable of unlimited variation as to design. The
ideas presented by this company may be used in many
ways in the development of special backgrounds, etc. A
studio is maintained for the preparation of individual
schemes of decoration at moderate prices. Sketches are
submitted to those interested. With this exhibit were S.
J. Wysocki, R. B. Fisher, Herbert O. Brown and J. A.

Bennet. Artificial flowers and other features were on
display in this big booth.

Decorator's Supply Co., Chicago. The remarkably
complete showing of all kinds of show window furniture
and display equipment in wood indicated the great advance
that has been made in this field during the past few years.
The exhibit was exceptionally complete. It showed back-
grounds, screens, window floors, chairs, tables, etc., all
carried out in beautiful designs and representing the acme
of material, workmanship and finish. Most of the designs
of the Decorator's Supply Co. are in one of the period
styles and there are enough of these to present a satisfac-
tory range for selection for the most fastidious display man.
In addition to the wooden fixtures, an interesting exhibit
on floor rugs and valances was shown. Those who were
in attendance in this display were: Sam Weiss, H. O.
Schultz, Conrad Lopina and Arthur Golk. Those who
failed to attend the Detroit Convention should send for
recent literature of Decorator's Supply Co.

Botanical Decorating Co., Chicago. The big display
of this firm attracted universal attention and admiration.
The dominating feature of this exhibit was a large mirror
ball. This was made up of hundreds of miniature circular
mirrors mounted on a large sphere which was suspended
fromi above and revolved by an unseen motor. Concealed
spot lights threw colors on the revolving mirrors which
multiplied the lights into a dazzling effect that was highly
spectacular. In the Botanical exhibit was a gorgeous
showing of their latest flowers, foliage and other decora-
tive specialties. In two model show windows in front
of the booth were shown the famous "Super" wood fixtures
which have recently caused so much comment. With the
Botanical exhibit were Lipman Elkan, Ed. McCartney,
Max H. Frank, Eugene Landauer, Guy Morehouse, Sam
Trattner, P. O. Lanham and Robt. J. Benning.

Herbert L. Messmore Co., Inc., New York. This firm
displayed an interesting collection of papier ^mache orna-
ments and scenic decorations. The papier mache included
gigantic enlargements of toy building blocks, animals,
figures, etc. These are designed especially for holiday
decorations for windows and for departments. They are

brightly colored and eflfective. The scenic paintings cover
a great variety of subjects. In charge of this exhibition
were E. C, George H., and Howard Messmore.

The Hatch Metal Neckband, Detroit. T. E. Hatch
has invented a display device that will be received with
enthusiasm by every display man who shows clothing — it
will be approved quite as enthusiastically by every mer-
chant who has been accustomed to paying big laundry
bills for the shirts used on forms in connection with the
display of coats, waistcoats, etc. Mr. Hatch's bright idea
is a metal neckband that fits around the neck of any
form regardless of size of make. A piece of cloth of any
kind that will suggest a shirt is thrown over the top of

This Hatch Device Is a Big Time and Money Saver.

the stand; the neckboard is fitted over this with a simple
motion; the collar and tie are then fitted over the neck-
band and held firmly in place by a simple device. The
whole operation is extremely simple and requires but
a moment. This suhstitute for the shirt is notably suc-
cessful and saves so much time and money that the Hatch
neckband is certain to be widely used in all clothing stores.
It is suggested that those who are interested write for
a circular to T. E. Hatch, 275 Jefferson Ave. East, Detroit.
A display man with a little spare time could easily sell
this specialty in his territory.

Natural Plant Preservers Co., New York. The display
made by this firm was different from those made by other
flower houses at the Detroit Convention. Instead of
attempting to show their full line, they displayed only
a few exquisite samples of their more exclusive produc-
tions. These were in exceedingly rich color effects and
were shown against black velvet. Spot lights were used
to bring out the colors of the designs. In addition to a
number of floral specialties, some striking novelties includ-
ing a beautiful crystal fringe were shown. The beauty of
this display impressed all who saw it. Those in attendance
were Geo. G. Singer and Gus Mittelmark.

The Adler-Jones Company, Chicago. This firm had
the entire big stages for the exhibit of their splendid
line. Along the front of the stage was a high green
hedge in which was set an unusually handsome gate in
imitation of wrought iron. Back of this was a complete
window background and setting of original and striking
design, .\bout the stage and, on the background were
shown the latest novelties in flowers, foliage, wickerware,
baskets, panels, screens, etc. A new line of wood fixtures
was shown and attracted much notice. These fixtures are
the latest product of the Adler-Joncs Co. Those in charge
of this exhibit were: Jos. I. Adler, Harry T. Jones, Carl
F. Meier, Ed. Belanger, Robt. O. Johnson and Dave E.
Anderson.

Morris Leon Mfg. Co., Chicago. Mr. Leon has suc-
ceeded in a comparatively short time in making his cane
and other specialties known wherever show windows are
known. It is safe to say that there is not a display man
in America who does not know all about the Leon Attach-
ments. It will therefore be a matter of interest to learn
that this company has added a complete new line of wood
fixtures which were shown at the Detroit Convention. The
Leon wood fixtures are designed and built to meet a big
popular deman<i. They are made in period styles that aie
in all respects perfect and exceedingly pleasing to the eye.
However, considerable expense of manufacture has been
eliminated by cutting out much of the fancy work that
adds to the cost but not to the appearance of the fixtures.
This line received the unqualified indorsement of visitors
to the convention.

Don Shasteen Studios, Toledo, Ohio. This exhibit
was one that attracted unusual attention because of the
many clever ideas shown in backgrounds, panels, papier
mache, flowers and other decorations, including orna-
mental millinery stands and other fixtures. The back-
grounds and panels were shown in considerable variety
and were not only highly decorative but surprisingly
reasonable in price. A number of papier ornaments came
in for the highest praise, not only because of their artistic
excellence, but Ijecause of their remarkably clean-cut
workmanship and finish. These ornaments are quite
different from any papier mache heretofore offered. The
figure of a stork in papier mache was universally admired.
A most interesting catalog is issued by this firm and dis-
play men who were unable to attend the convention should
be sure of getting a copy. Don Shasteen and Paul Landis
were in charge.

First Prize to American House

The success of the splendid Convention of the I. A.
D. M. in Detroit confirms the judgment of the founders
of this organization. It rewards also the enthusiasm
of each and every member.

That the Display Man is the biggest force in sales-
making in business building, is becoming more and more
apparent. Suggestion is one of the mysterious and power-
ful influences controlling human action. This the Display
Man understands. His efforts are directed to arousing
the desire to possess and stirring the impulse to buy.

How well he succeeds in this art is apparent by the
increased recognition which he is receiving. He is im-
portant in the small business and indispensable in the
large business.

More solid business reputations have been built up
through the show window than by any other single effort.

Among the notable exhibits at the convention were
the display forms and wax figures. The necessity of these
as a selling aid is recognized bj' every merchant who has
used them and found his sales increase thereby. There
was the keenest kind of competition among manufacturers
for e.xcellence in these lines. Even foreign countries were
represented with notable exhibits in an endeavor to secure
recognition for first place. The first prize, however, for
wax figure draped display was awarded to an American
house, which will give a little glow of pride to all. We
still like to feel that in matters of art such as these we
have the sculptors who can excel and the display men
who can use such wax figures and keep the honor of first
prize awards at home. The Barlow-Kimnet Co. whose
wax figures were used for these displays, is one of the few
very old houses in this line, and the award received the
almost unanimous approval of all present.

iiiMiriawmiiwmuiHiiuiiiiniiiwiHiiniiiiiiiniiiniiiimiiiiimiiiuiiiininiiiiiDnuiiiiDnaiuniiiaiinnn^^^

International CAssociation

First Vice-President

Edw. K. Lummus, Almy's, Ltd.,
Montreal, Canada.

Second Vice President

Karl M. Amdahl, The Palace,
Spokane, Wash.

Third Vice President

G. R. Macgregor, Hudson Bay
Co., Winnipeg, Canada.

Treasurer

L. A. Sogers, John D. Mabley,
Detroit, Mich.

display Men

President — Charles F. Wendel, The J. L. Hudson Co.,
Detroit, Michigan.
Secretary — T. GuY DuEY, Wurzburg's D. G. Co., Grand Rapids,
Michigan.

An Educational
and Business Organization

i
i
I
suDiniiiiiuiiniiiniiiiiiiiiniiiniiuiiiiiiiiiniiiriiiniiiniiniiiiiiiuiiiiuiiiniiiiiiiiiiiiiiiiiiniiiiniioiiiniMiiiiimiiDiiiiiiiiniiiiiiiiiiun^^^

Executive Committee

Richard Myers, The Emporium,

St. Paul, Minn., T^hairman.

Program Committee

B. F. Millward, Mannheimer
Bros., St. Paul, Minn., Chair-
man.

Publicity Committee

James W. Foley, Chairman,

5707 W. Lake St., Chicago, 111.

Speakers Bureau

C. J. Potter, 231 W. 39th St.,
New York, N. Y., Chairman.

Membership Committee
Carl Goettman, Joseph Horn
Co., Pittsburgh, Pa., Chairman.

+*.

Greetings from {he President

THE 23rd Annual Convention of the International Association of Display Men
is now history, but the effects of this greatest of all Association meetings will
manifest themselves, I believe, for many weeks to come. This manifestation
of the benefits obtained through- attendance at the Detroit meeting will evidence
itself not only in the development of the individual as a display man, but
forcibly present itself to the merchant in increased sales attributable to more effi-
cient displays. The value of organization so veremently and clearly disclosed through
the success of the 23rd annual meeting of the I. A. D. M. will undoubtedly impress
every display man and in so doing will at the same time result in a greater general
development of our great Association.

It is with a feeling of great pride that I extend my greetings to the members
of the I. A. D. M., and in a few words express my appreciation for the great honor
accorded me at the Detroit meeting, where the members of the I. A. D. M. elected
me to the highest honor within the power of that body. My intention to exert
every effort in the development of the Association and for the betterment of the
display man individually I believe is well understood by those who have knowledge
of my interest in the display profession and its representative organization.

Plans for 1920-1921 Association development are perfected, and, with the sup-
port of the rank and file of Association members, will result in an even bigger and
better organization when the 24th annual meeting is convened in St. Paul in 1921.

Charles F. Wendel,
President, I. A. D. M.

cMe^chants Record
and Show Window

An Illustrated Monthly Journal for Merchants,
Display Managers and Advertising Men

COMBINING

"Harmon's Journal of Window Dressing" - - Established 1893

"The Show Window" Established 1897

"The Window Trimmer and Retail Merchants

Advertiser" Established 1903

"Merchant and Decorator" .... Established 1905

Published on the Fifth of Every Month by

The MercKants Record Company

J. F. Nickerson, President and Manager.

Edw. H. Fox, Vice Pres. and Adv. Mfer.

James W. Foley, Editor T. A. Bird, Mfer. Service Dept.

5707 West Lake Street - - Chicago, lUino

Telephones, Austin 1303 - 1304

EASTERN OFFICE: Suite 5001 Woolworth Buildinfe, New York City

Telephone 7363 Barclay

OFHCIAL ORGAN

International Association of Display Men
Kansas Association of Display Men

••Csntributors of photographs should obtain duplicate prints if
desired for their own use, as photographs entered in contest cannot be
returned,

••When ordering change of address, subscribers should give boA
OLD AND NEW ADDRESSES to insure proper recording on our
mailing list.

••Copy for advertisements should^ be in the publisher's hands not
later than 20th' of preceding month to insure position in current number.

• CopytHshted hy the Merchants JRecord Company

August. 1920

Progressive and Unpro^ressive Merchants

THE recent convention of the International
Association of Display Men at Detroit was
one of the most important sessions of the
year, and its influence will undoubtedly travel
farther and manifest itself more noticeably than any
other event associated with business progres.s and
civic betterment.

More than one thousand display men were in
attendance at this great educational convention and
were there as representatives of and in the interest
of their respective retail institutions. These men
came from over eight hundred stores, stores which,
by their action in being represented stamps them
as progressive — successful. The greatest retail in-
stitutions of three countries, awake to the import-
ance of such a meeting, and realizing the display

man as a most powerful factor in the store's selling
organization sent their men of the display depart-
ment to Detroit, while a number of merchants at-
tended in person. The fact that such institutions
as Marshall Field & Co., B. Altman & Co., Saks &
Co., Lord & Taylor, McCreery's. Joseph Home Co.,
John Wannamaker, Bamberger's, and many others
equally famous and progressive were represented,
should in some degree testify to the real import-
ance of the convention. Yet, there are hundreds of
merchants who have, evidently, failed to keep
abreast of the times ; who have, for some unac-
countable reason, failed to properly attribute the
importance of the store's greatest selling factor —
the display department. These, naturally were not
represented at Detroit. They will be represented
at future meetings. Of this there can be no doubt.
No store is successful without a progressive policy,
and no store policy is progressive that fails to pro-
vide for and maintain at its greatest efficiency a
display department, the director of which is recog-
nized as vital to the stor^ organization in that he
is at the helm of the store's most efficient selling
agency.

It is recommended that every merchant who
failed to send his display manager to Detroit read
the report of the convention proceedings as pub-
lished in this issue. True, some will say, "Why
should I have spent one hundred dollars in sending
my display man when he can get it all in this
report?" Here again do we find the limited
business vision. Such a report, however complete
in detail, cannot tell adequately what the eyes saw
and what the ears heard. The demonstrations can-
not be presented in a stenographer's report;
neither can the many practical and constructive
criticisms and exhibits of store and window equip-
ment and decorations be adequately presented on
the pages of a business paper. There are hundreds
of items — the real meat of the convention — that are
only for those who attend.

Mr. Uninterested Merchant, it is time you are
manifesting interest. Instead of assuming that
your display man needs none of the assistance so
earnestly sought by greater artists, insist that as
your employe he give to you and your store all that
you are paying him for. That should include en-
ergy, thought and progressive application of the
principles governing his profession. Real progress
in your display department can be achieved
through your display manager's affiliation with the
I. A. D. M.

EVERY man engaged in the disi)lay profession
should be affiliated with the International As-
sociation of Display Men. Write to Secretary T.
Guy Duey, c.o. Wurzburg's. Grand Rapids, Mich.,
for details.

Contest Winners Announced

ON another page of this issue will be found the
announcement of the winners in the annual
display photograph contest conducted by
Merchants Record and Show Window for 1919-
1920. The competition in this great event was by
far the keenest of all Merchants Record and Show
Window contests and brought out the best efforts of

SWKEPSTAKES PriZE

hundreds of display men from all sections of this
country, Canada, England and Australia. The
recognized leaders of the display profession were
competitors, and, perhaps never before have so
many great artists entered photos of their work as
was the case in the contest just closed.

More than 3,000 photographs were entered in
the 1919-1920 event and prizes were awarded to
more than fifty display men. There were elev^
gold medals, eleven diplomas and thirty-three spe-
cial merit buttons awarded. In addition was a
beautiful silver loving cup known as the sweep-
stakes trophy offered for the best collection of
photographs entered during period of contest. This
beautiful prize, an illustration of which is presented
here, was won this year by Clement Kieffer, Jr.,
that great and popular display manager for C. A.
Weed & Company, Buffalo, New York.

Merchants Record and Show Window contests
have been regular events for more than twenty-
four years, and have always been the recognized
biggest and best competitions in the display world.
The contest for 1920-1921 will be announced in the
September issue.

Our Monthly Contest

Merchants Record and Show Window award*
a beautifully engrossed Diploma of Award each
month for the best photographs submitted. Any dis-
play man is eligible to enter photographs in this com-
petition. Awards for 1920 have been made as follows :

Ellsworth H. Bates, Bloomin^ton. Ul.

W. C. Grams, Denver, Colorado

F. B. Waldo, Boston, Mass.

J. H. Roy, Quebec, Canada

V/illiam H. Richardson, Sidney, Australia

Homer H. Seay, Charleston, "W. Va.

Note : It should be understood that prize win
ning pictures are not published the same month in
which the prize is awarded. This would be imprac-
ticable, owing to the fact that the displays would sel-
dom be seasonable. For example, the prize winning
photograph for December would probably be of some
holiday display, as practically all of the photographs
received during December are of that class. The
winner would be announced in the January issue.
This would be too late to print a holiday display, as
the ideas contained in it could not be made use of
for nearly a year. We therefore hold prize winning
pictures until they are seasonable.

Our Service Department

Please send us any information you may have cover-
ing the subjects checked on the following list:

Store fronts

Outside Show Cases

Show Cases

Clothing Cabinets

Elevators

Store Seating

Lace Racks

Rug Racks

Curtain Racks

Backgrounds, Ornamental..
Backgrounds, Hardwood...

Cash Carriers

Cash Registers

Delivery Wagons

Delivery Trucks

Metal Furniture

Shelving

Wood Display Fixtures

Write in names of subjects not listed.

Metal Display Fixtures....

Wax Figures

Papier Mache Forms

Electric Signs

Store Lighting

Window Lighting

Show Case Lighting

Color Matching Lamps....
Papier Mache Decorations.

Artificial Flowers

Card Writer's Supplies

Valances

Soda Fountains , . . . .

Store Ladders

Air Brushes...

Wax Figure Repairs

Floors for Show Windows.

We expect to build (.

Date

Name

Address

.) Remodel ( )

Dimensions of Store.

Cut out and mai4 to Service Department, Merchants

Record Co., 5707 W. Lake St., Chicago.

Merchants Record and ShowW^indow

CAnnual Contest Winners
19 19-19 20

CLASS 1.— iBt Prize, Gold Medal— J. L. Cameron,

Harris-Emery, Des Moines, la.
2nd Prize, Diploma — H. H. Seay,
Walker D. G. Co., Charleston, W. Va.

CLASS 2.— Ist Prize, Gold Medal— H. H. Seay,
Walker D. G. Co., Charleston, W. Va.
2nd Prize, Diploma — Wm. G. Bill,
Hecht Bros., New York City.

CLASS 8.— Ist Prize, Gold Medal— O. E. Wheete,
Halliburton-Abbott, Tulsa, Okla.
2nd Prize, Diploma — R. H. Heimbach,

S. L. Bird Co., Detroit, Mich.

CLASS 4.— 1st Prize, Gold Medal— Karl G. Hoff-
man, St. Louis, Missouri.
2nd Prize, Diploma — C. J. Westvig,
Dotson-Kerwin, Waterloo, Iowa.

CLASS 6.— iBt Prize, Gold Medal— W, H. Rich-
ardson, Fay's, Sidney, Australia.
2nd Prize, Diploma — Ellis P. Lavin,
Yowell-Duckworth, Orlando, Fla.

CLASS 6.r— Ist Prize, Gold Medal— Earl Amdahl.
The Palace, Spokane, Wash.
2nd Prize, Diploma — Fred Ashfield,
Bryson-Graham, Ottawa, Ontario,
Canada.

CLASS 7^— 1st prize. Gold Medal— W. R. Lantaff,
J. N. Adam & Co., Buffalo, N. Y.
2nd Prize, Diploma — J. H. Roy, Paquet
Co., Quebec, Canada.

CLASS 8.— 1st Prize, Gold Medal— H. H. Seay,
Walker D. G. Co., Charleston, W. Va.
2nd Prize, Diploma — C. £. Fleshman,
Dow Drug Co., Cincinnati, Ohio.

CLASS 9.— 1st Prize, Gold Medal— Vem L. Carson,
San Antonio, Texas.
2nd Prize, Diploma— W. E. Flint, Jr^
Thompson-Hudson, Toledo, Ohio.

CLASS 10.— 1st Prize, Gold Medal— E. W. Calvin,

Werner & Werner, St. Louis, Mo.
2nd Prize, Diploma — H. H. Seay,
Walker D. G. Co., Charleston, W. Va.

CLASS 11.— 1st Prize, Gold Medal— E. H. Bates, C. W. Klemm, Inc., Bloomingrton, 111.

Grand Prize — Sweepstakes

Clement Kieffer, Jr., 0. A. Weed & Company, Buffalo, Nefw Tork

Special Awards

Wm. A. Carroll, Montgomery, Ala.

Matt Markusich, San Antonio, Texas.

L. Meyer Buchanan, Paris, Texas.

L. L. Wilkins, Jr., Paris, Texas.

Earl Duke, Denver, Colo.

W. C. Grams, Denver, Colorado.

C. M. Shrider, Zanesville, Ohio.

Will Flint, Jr., Toledo, Ohio.

A. R. Wagoner, Denver, Colorado.

J. O'Crowley, Charlotte, N. C.

Ernest Willson, Eingsway, London, W. C. 2.

Clement Eieffer, Jr., Buffalo, New York.

Geo. B. Seott, Dayton, Ohio.

F. A. Peachy, Regina, Saskatchewan.

Wm. R. Chandler, Greenwood, Miss.

C. Walter Johnson, Jackson, Miss.

R. C. Doop, Nashville Tenn.

Sam H. Brewer, San Angelo, Texas.

T. W. Eaton, Waterloo, Iowa.

C. L. Ferrell, Hattiesborg, Miss.

Henry Sherrod, Louisville, Ey.

E. P. Lavin, Yowell — Duckworth, Orlando, Fla.

Homer M. Bancroft, Alexandria, La. '

R. L. Parkerson, Joliet, 111.

W. W. Ycager, Bloomington, 111.

Edwin J. Hamilton, Hamilton, Ont., Can.

Notes from New York

Gotham display artists proclaim Detroit convention of the I. A. D. M. greatest event in

history of organization — New Yorh talent well represented on program — Notable

improvements in window construction at Brooklyn store of Abraham &

Straus— Extensive additions and alterations planned for many

New York stores — Other items of interest.

By F. P. Puvdy

HE display managers of New York are a dilet-

tante lot of travelers, flitting about over a
wide field. Two of them are in Europe and
a half dozen of them have been out at the Detroit
convention, some of them still remaining away for
the balance of the vacation following. Mr. Zegers,
of Stern Brothers, sailed on the steamship New
York, June 22, to remain away until early in Aug-
ust, on the kind of a roving commission a display
manager might be expected to have in going to
Europe for a house like Stern's. He leaves his as-
sistant, John H. Dennis, in charge, who will have
no sinecure, as Mr. Zegers looks after the carpen*
ters, painters, etc., as well as setting artistic window
displays. Before Mr. Zegers left for the other side,
Harry Bird, display manager for John Wanamaker,
set sail, and is not due back till late in August. It
is understood that he will visit most of the countries
of Europe, and will "buy whatever he thinks is
good." This is his second trip to Europe. Harry
has traveled a lot, and a rush through to Guat-
emala and staging in New York the styles of the
Guatemala Mayas is nothing more to him than
overturning of a ruler to the revolutionists south
of us. And while he is doing some interesting
things he moves ahead with his work with a blase
air almost suggestive of boredom. When he re-
turns from the battlefields of Spain, the Golden
Horn or the Balkans, he will simply look up wearily
and say " 'Tis naught." But we shall all watch his
windows as we pass, all the same.

The Wolverine, of the New York Central, took
a large portion of the brains of New York display-
dom westward on July 10, at 5 o'clock. The mer-
chandise artists booked to attend the Detroit con-
vention foregathered, and traveling together were
"Dean" Frankenthal, of Altman's ; Mr. Beyer, of Mc-
Creery's ; Mr. Munn, of Franklin Simon & Co. ; Mr.
Vosburg, the new display manager for R. H. Macy
& Co.; and Mr. Weisgerber, of Lord & Taylor.
Other metropolitan display managers at the Con-
vention were Mr. Elders, of Saks & Co. ; Mr. Roo-

ney, of Abraham & Straus, Brooklyn; Mr. Cronin,
of Bamberger's ; Mr. Tishman, of Hahne's, Newark ;
and Mr. Johnson, of A. Holthausen, Union Hill,
N. J. Mr. Vosburg came on to Macy's from Pitts-
burgh, July 8, to look things over before going to
the convention, which he had previously made ar-
rangements to attend. He and Mr. Weisgerber
were business neighbors in Pittsburgh, Mr. Vosburg
coming from McCreery & Co. and Mr. Weisgerber
from Boggs & Buhl. W. C. Nettum, assistant to
Mr. Weisgerber, returned from his vacation as his
chief left for Detroit — six weeks at Newport — an-
other evidence of the advancing status and dilet-
tante character of our display managers.

Mr. Vosburg returned to Macy's on July 15, ready
to start in on his new duties. He had arranged to
start in on a complete change in working hours.
Instead of beginning at 4:30 a. m., the windows
will be dressed commencing right after the store
is closed, displays being changed twice a week.
This plan will be given a good trial, the manage-
ment being thoroughly agreeable to testing it out.
Mr. Vosburg's idea is that when a man is pulled
out of bed at 4 o'clock to make a 4:30 date, and
working without a real breakfast until some two or
three hours after, the said workman will not be
predisposed to artistic execution of his work, and
will not be conceiving beautiful displays. In re-
gard to the convention, he says that he has at-
tended and been on the programs of the display
men's conventions for eight years past, and that
the Detroit function is by far the most successful
from every viewpoint. He feels, in common with the
other New Yorkers, that a debt of gratitude is due
to Charles F. Wendel for his able and indefatigable
eflforts to make the affair the success it was. Charlie
Wendel is quite some New Yorker, having been
here for several years in charge of Gimbel's win-
dows, and store generally, and having charge of
the opening of the store. He is recalled for staging
the first promenade du toilettes at Gimbel's — a re-
markably successful and spectacular function. The

J. L. Hudson Co., of Detroit, are also highly praised
for the unstinted way in which they backed up his
efforts, with the store quartette loaned for the open-
ing of each session, while highly able addresses
were given by the vice-president and sales manager
of the Hudson organization. The courtesies of the
Detroit merchants were much appreciated, the eve-
ning boat ride, for instance. The comment here is
that merchants are really appreciating the display
department. Mr. Vosburg had so much to do in his
new post here that he was finally loath to go, but his
principals at Macy's so strongly favored it that he
delayed his real start here until the 15th and went
to Detroit. One would never think he had been
managing fine display departments for nineteen
years. Yet that is the case, in Pittsburgh all the
time. He served Joseph Home & Co. for five years
and McCreery & Co. for fourteen years. The New
Yorkers scattered at the close of the convention.
Mr. Beyer was "going north," which is understood
to have been up the St. Lawrence; Messrs. Frank-
enthal and Koerber came direct to New York to-
gether; Mr. Weisgerber went to Chicago before
coming home ; Messrs. Munn and Elders left for
home the 15th. The group picture taken of "the
veterans" created a lot of interest here, said picture
including "Dean" Frankenthal, Koerber, Fraser,
Tish-Tishman, Cronin, Wendel, and others, while
Vosburg- and Weisgerber are understood to have
"horned in."

Work is going forward rapidly on the fine new
store of Bedell in Los Angeles. There are some
fine Bedell specialty stores, and Mr. Boustead, who
is in charge of its upfitting, as well as the displays
of all the stores and some merchandising features,
says that the Los Angeles establishment will be the
finest by far in his chain. An addition of 40 feet
front in Brooklyn — 90 feet front in all — will be
ready in September, with a handsome front with
island windows, deep and finely furnished. But the
management has spread itself at Los Angeles, and
this store will be opened early in the fall. It is cor-
ner Broadway and Sixth street, six stories — first
floor, waists; entire second floor, millinery; third
floor, gowns; fourth, suits and coats; above that,
offices and workrooms. Wood fixtures only will
be used in the windows. The interior fixtures will
be all of walnut. The front is about 40 feet on the
street, though wider on all other floors. This 40
feet width is also used for depth of 40 feet for the
window, entrance, island windows, etc. Thus, there
is a space 40 by 40 which is utilized to the very best
advantage for display purposes. There is just one
island window, located just in the center, over which
a fine dome is installed, with inverted lighting
scheme and concealed lights, and sun-ray effect. All
French wax figures will be used, with practically no
dummies. The idea is to dress the windows as a

style exhibit, and not as selling windows. The
entrance will be of Travatina marble, and the back-
grounds will be of caenstone, the only ones of the
kind, it is understood, in Los Angeles. The Pacific
Coast, and especially Los Angeles, have no use for
anything cheap, and the Bedell people, realizing this,
have "done themselves proud," and excelled by far
anything they have heretofore done, in their new
store in Southern California.

New Background for Abraham & Straus
Abraham & Straus, Brooklyn, are making some
notable improvements in their windows, where it is
hinted that Display Manager Rooney is instaUing
some handsome caen stone backgrounds. A whole
new front is being put in, and the marquee is being
improved as well. In the boarded up main entrance,
about which carpenters are working, there are four
white paneled signs, one of which reads: "It is al-
ways our endeavor to give Brooklyn the best. Our
new show windows now under construction will be
the last word in store display." Hence Brooklyn
is agog with interest. Mr. Rooney attended the De-
troit convention, leaving his assistant, J. Gelston,
in charge in his absence, and visiting Chicago and
Pittsburgh on the return trip.

The fine gilt window backgrounds of Frederick
Loeser & Co. on the Fulton street front have been
entirely regilded and present a fine appearance.

Still another front improvement in the Brooklyn
shopping district is with D. Price & Co., where a
large, fine corner window, in a space 30 by 40, is
being put in at Fulton and Bridge street, under
supervision of Display Manager Peter W. Leahy, at
a cost of around $20,000. The Bridge street end
runs right up to the stairs of the subway entrance.
The front will be brought back to the building line,
in connection with some handsome bronze pillars.
Mr. Leahy has been with D. Price & Co. since they
started here, some four years ago.

Mr. DeVausney Active
The great Namm addition is already several sto-.
ries in the air. This house lately celebrated its 44th
anniversary, and Mr. DeVausney had a contrasting
showing of today, with its up-to-date saleswomen,
cash register and appurtenances, compared with
that of ye olden time — same with the customer,
which contrast we will forbear describing, as our
readers know of Mr. DeVausney's skill in bringing
out these contrasts. It is interesting to note that
he has furnished the display manager to succeed
Mr. Vosburg at McCreery's, Pittsburgh, in the per-
son of his assistant in the store interior, Oliver
Cromwell MacLeod, who went direct from Namm's,
taking another of Mr. DeVausney's staff. William
Nelson, as his assistant. This is a double compli-

The KOESTER SCHOOL
Is Advertised by Its Students

ALL of them are so well satis-
fied with the manner in
which they are treated and
the great benefits they receive, that
they send others to the school.
Every student is a living adver-
tisement. That is the reason we
have classes that grow larger every
year.

We have a book of letters from a
few of our students that we would
like to send you. We will also
gladly supply you with names of
graduates in your vicinity, so that
you can see or write them about
the school.

All our window trimming classes
are fully revised and brought up to
date; there being new additions al-
most every week. This is impos-
sible in any other school that does
not have Personal Instruction.

Every pupil in every department
of The Koester School has Per-
sonal Instruction in everything.
All instruction includes actual
practice and the handling of actual
merchandise in real windows.

Most Up-to-Date and
Most Original

It is important that you get
your instruction and foundation of
future work from the greatest
authorities. That you get in touch
with all the important influences
that you will find here in Chicago
and at The Koester School, the
center of the window-trimming
world.

Advertising for the
Retail Store

is one of the most important influ-
ences used for increasing business.
Very little help has ever been open
to the merchant in this direction.
In order to supply the demand for
this help, The Koester School per-
fected several years ago an ex-
clusive Retail Advertising Course,
intended only for merchants, re-
tail advertising men, store man-
agers and clerks.

We already have more calls for
advertising men than we can sup-
ply. All our graduates are placed
and have been very successful in
their work.

KOESTER
SCHOOL
PRIZE

WINNER

MR. CLARENCE E. DUFF, with the
SIoan-Buchan Co., East Liverpool, Ohio

The fact that Mr. Clarence E. Duff won 37 prizes for best window display* in five year*
is positive proof of the high character of his work. The fact that all these prizes were won
after Mr. Duff graduated from The Koster School is further proof of the grreat value of Koester
School training. You owe it to yourself to take a course at The Koester School at the very
earliest opportunity.

of Prize Winnings

I. A. D. M. Contests

1915 — i PRIZES

1st Prize Background Designing

2nd Prize Flower Arrangement

2nd Prize Post Design

2nd Prize Toy Display

1917 — 7 PRIZES

1st Prize Millinery

1st Prize Draping

2nd Prize Millinery

2nd Prize Draping

2nd Prize Drugs

3rd Prize MUlmery

2nd Prize Infants' Wear

1918—6 PRIZES

2nd Prize Neckwear

2nd Prize Hosiery

3rd Prize Furs

3rd Prize Handkerchiefs

3rd Prize Toy*

3rd Prize Draping

1919—6 PRIZES

1st Prize Neckwear

2nd Prize Men's Hats

2nd Prize Poat Decoration

3rd Prize Millinery

3rd Prize Floait Designing

3rd Prize Lingerie

Read Over This List

National Display Contests

1914 — One Prize

Merchant's Record Monthly Contesit

1916^— Three Prizes

Signs of the Times

1917 — One Prize

Rice Leaders of the World
2nd Priie — Display Contest

Millinery Trade Review
1918— Bronze Medal

Merchants' Record Annual Contest
Three Prizes

Drygoodsman Display Contest

1919— Cold Medal— 1st Prize

Merchants' Record Annual Contest
Bronie Medal

Drygoodsman's Annual Contest
Silver Lovinc Cup^lst Prix*
(Also 3rd Prize)
Dry Goods Economist Display Contest

The Better Yoar Displays — The Better Your Pay

The Koester School

With Which Is Consolidated the Economist
Trainingf School of New York

314 South Franklin Street

Chicago

Largest and Oldest School of Its Kind
LOCATED IN THE WINDOW DISPLAY CENTER OF THE WORLD

T saw it in the August "Merchants Record" — Page 79

Display by Oscar F. Ryan for Anderson-Newcomb Co., Huntington, W. Va.

ment, thus, to Mr. DeVausney, who is, by the way,
enjoying his bungalow at Inwood Park, near Far
Rockaway, which he and a couple of friends erected
with their own muscle and brains — a 10-room bunga-
low, for all-the-year-round living.

Just a few lines to show the extent to which
artistic and imaginative features are used in win-
dows that never were thus treated a year or two
ago. The United States Tire Co. has four fine win-
dows at Broadway and 58th street. Three win-
dows were given over to tires, in smart displays,
and the other to Keds, the new and popular rubber
footwear for summer. The needs of the farmer
were here portrayed, with summer porch in fore-
ground, with farmer and wife going to their duties,
wearing keds. Several stuffed chicks are picking up
corn, and one with a glass eye cocked up jauntily,
fixes the glance of the onlooker. Everything is ex-
actly natural — even the bottom of a trouser leg of
the farmer is awkwardly turned up. The beauty
of the porch is enhanced by the flowers climbing
over it, the entire window being the work of George
A. Smith.

Mr. Munn had a simple yet effective corner win-
dow at Franklin Simon & Co.'s in mid-July. All
round the front and side was a strip of sandy beach,
with an occasional clam shell lying upon it. Then
just back was the raised board walk, upon which
women and children, in the new styles of summer
gowns, were promenading, most of the gowns being
specially appropriate for the event of the regatta,

which was illustrated in the painted scene forming
the background just back of the board walk.

Henry Seidner is in charge of the window dis-
plays of the United Cigar Stores Co., with head-
quarters at 44 West 18th street. Sam. Silfen is
his assistant, in direct charge of the windows of
the Flatiron building store which, at this writing,
has a remarkable display staged, in the shape of
a spectacular view of New York harbor, with its
Battery, buildings and piers, fine lighting effects and
flash lights. From 23d street comes the fine ter-
raced Battery, with its miniature street lamps, while
across the artificial lake between was the water
front of New York, with the lights twinkling at
night in its buildings. Surmounting the top was
an electric sign advertising the brand of cigarette,
the whole scene being originated to advertise.

Charles Foote, display manager for Moe Levy &
Co., clothiers, is doing some novel and original work
down at the Walker street store, where he has been
putting in some unusually attractive windows. It
will be recalled that Moe Levy was intrusted with
the work of staging the big combination clothing
sale that took place in July in Madison Square Gar-
den. Inasmuch as Moe Levy, so to speak, was com-
peting against himself, it was no doubt up to Foote
to put "all he had" in the windows.

Lawrence McArdle, display manager for Orkins,
specialty dealer, 34th street, is spending the first
half of August up in the Catskills, where he has his
family located for the month.

CHAMPION FLOWER HOUSE

of the

WORLD!

We have always felt that the year-in, and yeeir-out, patronage of
some 20,000 display men was sufficient praise and proof of the su-
perior work of Adler-Jones products.

But — ^when the International Association of Display Men at their
recent convention saw fit to award us by an overwhelming majority
the First Prize for a window-set in competition with many other artifi-
cial flow^erhouses, w^e find it hard — to contain ourselves.

And the best thing about it all is that all Display Men realize the
same skill which designed the "World's Best Window^-Set" is theirs
simply for the asking through our free Service Department.

But perhaps it is because this service has been of such value in the
past — that we number so many of them among our satisfied clientele.

The new fall copy of "The Guide to Better Window
Displays" is now available — ivrite today for your
free copy.

THE G^DLER-JONES CO.

206 S. Wabash Avenue
CHICAGO

/ saw it in the August "Merchants Record" — Page Si

Pictorial Value of Window Displays

Scenic paintings and posters bein^ utilized with, ^reat ejfect
in attracting attention to window displays — Assist in actual
selling of merchandise —Pictures make strong appeal when
appropriately presented and are closely associated with
merchandise on display — Theories on class and character.

By Geor^ A. Smith

THERE has been a marked development in the
use of scenic paintings, posters, tapestries,
etc., in the show windows, and these items
are proving valuable as most efficient means of at-
tracting attention to the window and developing
interest in the merchandise on display

It is always necessary to bear in mind that how-
ever carefully a window display is prepared, the
display man may congratulate himself if it gets
more than a passing glance from the passerby.

Thkee-Panel Screen Suggestion by G. .'\. Smith.

The average passerby takes in the window at a
single sweep of the eye and if nothing stands out
prominently enough to attract his or her notice,
the chances are that the message over which so
much time and labor has been spent will go un-
heeded. If, on the other hand, there is a striking
pictorial center piece to arrest the attention there
is a far better chance that the observer will pause
long enough to glance over the merchandise on
display.

The principal function of art in window display

advertising, in my opinion, is to draw and hold the
attention of the observer long enough to enable the
display man to put his argument across. Pictures
can make a strong selling appeal independently of
words, as for example, when they portray the mer-
chandise offered on sale, or depict situations in
which a need for the merchandise arises, but in the
majority of cases illustrations are used to attract
attention, and the merchandise to clinch the selling
argument.

Theories on Class and Character

Assuming that this theory is correct, the next
step is to determine the class and character of pic-
tures to be used. Since personal taste enters so
largely into the determination of this problem,
there are many theories on the subject. Probably
it would be unsafe to draw any definite general
conclusions, for different kinds of window displays
clearly call for different kinds of pictorial treatment,
and it is essential that the pictorial treatment should
be in harmony with the type of merchandise dis-
played and with the characer of display used.

First of all, the scenes should be in harmony
with the merchandise on display and the season of
the year. These are the two most essential points
to keep in mind when planning your pictorial set-
tings for window displays. Next, see that they are
placed amid surroundings that are in harmony with
the general scheme you have in mind. For ex-
ample, if you are .showing tires and accessories
your pictorial pieces should suggest their uses
through suitable pictures, such as are shown in the
accompanying illustrations.

Color is also another very important item to con-
sider when having paintings made up. See that it
harmonizes with the season of year and general
theme you have in mind.

On concluding this article. I wish to state that
it is not necessar}' to plaster the entire back of
window background proper with paintings in order
to secure the desired effect. The illustrations
-shown herewith are excellent examples of effective

Representative MODELS

From Our Seled; Line of Wax

Lately from The Palmenberg studios

Figures pre-eminently chcirming and
Di^inctively Palmenberg's.

Modeled from living sub-
jects and sculptured by real
artists.

The hair, eyes, expression, lines and skin tex-
ture are almost uncanny in human likeness.

Our Own

Interchangeable

Features

Pe7'mit of
Many Poses

No. 6R

Possessing to a superlative
degree that "wax life" which
has made Palmenberg' s fig-
ures famous.

Write for photos, prices and informa-
tion about our full line of wax figures.

J. R. PALMENBERG'S SONS, INC.

63-65 West 36th Street, New York

Boston Chicago Baltimore

26 Kingston St. 204 West Jackson Blvd. 108 West Baltimore St.

No. 18 R

/ saw it in the August "Merchants Record" — PoQe S;

Showixc the Effect of Pictorial Background. Display nv G. A. Smith, Nfav Yotk City.

decoration and may be had at a very small cost.
Illustration Number 1 presents a three-panel
screen painted in bright colors and used in con-
junction with a display of tires during the spring
season. The second halftone illustration gives a
clear idea of the value and effect of a pictorial back-
ground, supporting a display of motorcycle tires.
A rural scene is depicted in which several well
posed wax figures are most appropriately employed.

An attractive and appropriate setting is presented
in illustration Number 3. A scenic panel is utilized
in conjunction with a display of canvas and rub-
ber soled footwear. The sides, back, and floor of
the Avindow was covered with INIonks cloth. II-

DisPLAv HY Geo. A. Smith, New York City.

ApPROPRI.XTE I'SF. OF OvAL ScENlC PaNEL.

lustration Number 4 shows an oval scenic panel
mounted in frame which is painted a dull black.
The scenic was executed in yellow, orange-brown,
tan, black, red, gray and white. The window-back
panels, sides and floor were backed up with light
orange colored felt while the frame was a dull black
with ornaments in antique gold.

Craftsman Products
a Tribute to Skill

Distinctive display fixtures, backgrounds,
valances, lamps and lamp shades that
represent the ultimate in artistic crafts-
manship.

Paul Honore
will help you

This great artist, Director of the Fine and
Industrial Arts Guild of Detroit, is inti-
mately associated with The Craftsman
Shops and is in charge of the depart-
ment of Mural Paintings and Painted
Tapestries. Many masterpieces may be
secured by display men on a rental basis.
The Omar Khayyam series of tapestries
is nearing completion and will soon be
on exhibition. There is a quiet dignity
and superb richness about these tapestries
that will enhance the appearance and
effectiveness of the most exclusive display.

No catalogues are issued but plans and speci-
fications are furnished to conform to your
needs. Thru this organization some of the
best designers in the country are at your
disposal.

Prices are moderate, in fact surprisingly
low, considering the quality of the products.

The Craftsman Shops

General Office and Factory,

113-117 Wisconsin Street
Milwaukee, Wisconsin

I saw it in the August "Merchants Record" — Page S}

Magic

ivvovs

The -first of a series of articles on store and display prob-
lems hy expert of national importance — Introductory
with a few reflections on the retail store's greatest
publicity medium— Suggestions for attractive and effective
window backgrounds.

By O. Wallace Davis

I have chosen the rather fanciful headhne, "The
Merchant's Magic Mirrors," for a two-fold rea-
son, namely: that as an antcedent it may con-
script your attention, and that because of its splen-
did adaptation to the show window of today, it
offers some parallels that may help put across an
idea of some merit.

We have become so accustomed to the beauty and
utility of mirrors, that their entrancing, resplendent
beauty is seldom noted. At their advent, just prior
to the 15th century, they were beheld with great
admiration, as a wonder of the age, but familiarity
has robbed them of much of their enchantment.

This might be equally true of the show window
with their ever increasing number on every hand
(or rather every street), lack of their appreciation
might develop, were it not for the skill, art, and in-
genuity continually being injected into them by the
display man. By his craft they continue to allure.

entertain, educate and sell merchandise, as if by
magic. It is entirely due to earnest workers of the
profession and their untiring efforts that the stand-
ard of windov/ displays always trends upward, and
today rests on such a high plane of excellency.

Window displays are truly an xA.merican institu-
tion. Nowhere has this wonderful medium been
so fully developed as here. Nowhere has the mer-
chant so fully become aware of its wonderful possi-
bilities. Other countries may dress windows, but
Americans make W'indow Displays. America,
without question is the Utopia of the profession.

As the glass is transformed by the silver back-
ing, into a mirror, so the show window becomes, in
truth, the "Merchant's Magic Mirrors" the finan-
cial backing he gives it (plus the skill of the dis-
play man), reflecting the personality and policy of
the store to all who gaze into it, as the mirror gives
varied reflections according" to the angle at which it

Background .Suggestion by O. \Vall.\ce Davis for H. Battkrman & Co., Brooklyn. X. V.

That's what your friends will say when they see
the masterful results which you obtained by
means of

%rFBcfSfrake

Brushes and

Supplies

This is the favorite line of Card Writers — as well as Sign Painters — the nation over.
Always uniformly high quality, always perfect balance, because the finest grade of stock
is used — carefully chosen in person by Mr. Daily, the active head of our company.

Your earning capacity can be increased with the use of our Brushes
and Supplies — let us show you how. Send for our Catalog just off the
press — do it now.

Bert L. Daily

126-130 E. Third Street

Entire Fourth Floor

DAYTON, OHIO

Adam Period dress
or suit form, Base
No. 5, each

$20.

QUALITY and PRICE

You will find in all of our forms a rare combination of the
highest possible quality with the lowest prices on the market.

OUR QUALITY

is based upon the best of materials, accurate designing, the high-
est skilled workmanship, and perfect finishing. Every form we
make is worthy of the finest garments.

OUR PRICES

are based upon the lowest possible production cost and the
elimination of all overhead expenses such as high office rent,
high priced salesmen, and other costs not connected with the
actual making of our goods.

Give Us a Trial Order

Send for one or both of the forms illustrated on this page.
If they are not the best values you can find anywhere return
them and we will pay express both ways. You can't lose.

The dress or suit form shown at the left is the latest model and is perfectly Adam Period waist
finished in every detail. This form will display your handsomest costumes to form, No. 5 Base,

your entire satisfaction. The base is in pure Adam style, beautifully enameled, sacli

Compare this form with any other on the market and you will appreciate
the big saving we are offering you. oaine as shown on opposite side

e.vcept made in waist form instead

DAVID SOBEL'S SONS

Successors to Co-Operative Display Fixture Co.

143 Grand St., - - New York

$15.15

Live Agrents are making
big money selling this line.
If your territory is not
taken, write Mr. J. Sobel
today.

/ saiv it in the August "Merchants Record"— Page 87

Another Suggestion for Background by O. Wallace Davis, Brooklyn, N. Y.

is placed, so must the "Merchant Magic Mirror" be
handled in the proper manner to give a true repre-
sentation to the store to which it belongs.

Some houses conceive peculiar ideas regarding
the reflection they wish their windows to make.
The house who wishes to impress the public with
the stupendous stock they carry, by using heavily
trimmed stocky windows, is using his window much
as a small boy might a mirror, placing it at an angle
that will reflect the sun rays into another's eyes.
It merely dazzles, and bewilders the observer leav-
ing no definite idea.

Other merchants will follow a program of win-
dow stunts which might arouse the envy of a side
show manager, always some novel attraction, often
having little bearing on real merchandising. These
belong to the category of revolving mirrors — no spe-
cial reflection. The action of such windows ofttimes
make so much noise you can not hear what they say.
Still another type will use (so to speak), curved
mirrors, some concave, some convex. These are
the windows which misrepresent; they distort qual-
ity and price alike; they give wrong impressions.
The wise, successful merchant must see that his
magic mirrors are placed four square to the pub-
lic, that they reflect only correct, true and natural
impressions. They must be no more misleading
than his printed ad or spoken word. If your store
is a popular-price house, let your windows proclaim
it. Don't try to cast high grade reflections. If
your store does not warrant it "Rolls Royce" ideas
in a "Flivver outfit" make an impression similar to
the sign "we are lower than the lowest" might.

My thought is that all stores have a certain
standard, that all window displays should be in
harmony and accord with that standard, that the
display man, to make himself of value to his par-
ticular house, must adapt, adjust and perform his
work in keeping with that standard. If the firm
he serves is in a stage of transcendency, he too must
evolve in parallel to them. Many clever, ambitious
display men associated with houses calling for
more of the practical than the artistic, are often
tempted to view their windows as commonplace and
unsatisfactory. To the aesthetic mind, this is most
natural, but the worth-while man can school him-
self to look beyond what sacrifice of art he may
make and derive his reward of satisfaction from the
increased sales, due to his work, which are far more
apparent and direct from the practical than the
artistic display.

Mirrors were first made of polished silver or
baser metals. Uncle Sam found them more prac-
tical than glass for the boys in the trenches. He
adopted them in preference to the more beautiful
plate glass, sacrificing art and beauty for the prac-
tical. So can the display man well aft'ord to return
to first principles to gain results in keeping with the
standard of his house. The most essential thing
is to keep your magic mirrors at an angle that will
give true reflection of your firm. Reflect credit to
your ability to interpret their standard, and skill
in performing the work.

The accompanying pen sketch No. T suggests a
background for the better class stores, houses mer
chandising on the higher plane.

FALL DECORATIONS

Superior Quality
Lowest Prices

I saw It Til the August "Merchants Record"- 7^' ge Sg

Prize Display by L. F. Dittmar for Rike-Kumler Company, Dayton, Ohio.

Where the quality of the merchandise would be
of sufficient high standard to be shown in an ex-
clusive manner, this setting would enhance its
beauty, emphasize its character and individuality,
and ci-eate an atmosphere proper for the presenta-
tion of high grade ready-to-wear. This same set-
ting would be of little worth to the popular price
store depending on their window to create immedi-
ate demand for a special price garment, where it
would be desirable to show several models in var-
ious colors. For such a house, something more sim-
ple and ])lain would be practical.

Sketch No. 2 is an ideal setting for bathing suits,

sporting or vacation goods. There is that "out of
doors," "call of nature" atmosphere to it, which is
so essential to all such merchandise. It instinctively
arouses an interest and puts the mind of the ob-
server in harmony with the merchandise shown.
Few persons passing your store are proof against a
persuasive influence. Settings like this create an
influence which attracts, interests, and must ulti-
mately lead to the sale.

Science says: "No vibration ever ceases but its
influence goes on forever." So whatever attractive
vibratory power you put into your windows creates
an influence not merely for today, but for the future.

Display by J. L. Cameron for Harris-Emery Co., Des Moines, Iowa.

A Great Selling Factor

Artistic Window Valances of Unusual Character

We have made a close study of the requirements of every character and size of busi-
ness— let us figure with you. We offer you originality, quality and right prices.

**A New Creation"

Our silk plush pillows and rugs were used extensively in all competitive demonstrations
of shoes, hosiery, underwear, clothing, etc., at the I. A. D. M. convention in Detroit. We

give the best of service — Send now for our circulars.

Karl L. B. Roth,

Mfr. and Designer,

Findlay, Ohio

Busy Display Men and card
writers tell us that our
Ready-to-Letter Cards are

wonderful time savers. Bet-
ter write for descriptive
booklet, now,

THE LACKNER COMPANY

108-110 W. Fifth Street
Cincinnati, O.

I BETTER DISPLAY FIXTURES I

1 MANUFACTURED BY |

I D. W. WOODRUFF AND COMPANY f

Perfect I

Equipment |

Perfect I
§

Service j

Send for Folder |

860 Howard St., |

San Francisco, Cal. |

iiiniMimiiiiiiiiiiiiiiiiiiiiiuiiiuiiiiiiuimuimmimiiiiiuiiuiuiiiuiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiimuiiiiiiiiiin^

When Making Changes In Your
Store Front, Do Not Overlook

The Most Important

Improvement — Your
Show Window Lighting

No other change, no matter what the cost,
will so improve your windows

A one-piece glass silver plated reflector of special design is now the recognized standard for win-
dow lighting. Compared to trough reflector or any other system, double the light will be obtained,
using the same lamps. Not only twice the light at the same cost, but a better quality, making the
window attractive and the goods displayed desirable.

Of Reflectors of This Kind,

"PITTSBURGH" REFLECTORS are

Insist on "Pittsburgh"
from your electrical
contractor.

The utmost in efficiency.
Unequalled for durability.
Most economically installed.
.Lowest in price.

Write for catalog.
Submit sketch of window
for free lighting plans.

PITTSBURGH REFLECTOR AND ILLUMINATING CO.

Chicago Office,
565 W. Washington St

PITTSBURGH, PA.

San Francisco Office,
75 New Montgomery St.

/ sazc it ill the August "Merchants RccoiJ" — Payc yr

iiiiniuKiiiiiiiiiiiiiiiiiiiiiiiniiiMiiii

itiiiiiiiiiitiiiiiiiiiiiiiMiitiiiiiiiiiumiititnntiuiinniiai

Movements of Display Men

mmimuiutiiitiiniiiiiui 1 1 1

iiiiiiiiiiiiiiiiiii—

JOE BEAUCHAMP has been selected to direct the
window and store interior decorating departments
of the Boston Store, Phoenix, Arizona.

OE WHEETE, display manager for Halliburton-Ab-
. bolt, Tulsa, Okla., visited New York, Chicago and
St. Louis following the I. A. D. M. convention at Detroit.

RE. HUGHES, formerly display manager of the Bos-
• loTi Store, Phoenix, Arizona, is now employed in a
similar capacity with the Fair Store, Bisbee, Arizona.

GUY GUNKLE has resigned as display manager for
the Goldthait Store, Marion, Indiana, and will accept
a similar post with the Strands Dry Goods Company,
Marion.

THFO. SCHWARTZ, display manager for Dinet
Nashbour & Company, Joliet, 111., was in Chicago
recently placing orders for his Fall opening needs.

AF. GERARD, formerly with Sol Nockman and
• Meyers Brothers Stores, Newport News, is now
directing the display department of The Rose Company,
Wheeling, W. Va.

F GERARD, formerly with Sol Nockman and C MIL POMBO, formerly a member of the display

M<=yers Brothers Stores, Newport News, Va., is ^ staff of R. H Macey & Company, New York, is

now display manager for The Rose Company, Wheeling, "ow in charge of displays for Forman & Company, spe-

y^ Y^ cialty house of Rochester, N. Y.

A ^

HENRY KAHN, formerly display manager for the
People's Store, Rock Island, 111., is now with Nie-
man's Cloak and Suit Company, New Castle, Pa., in
charge of window and store decorations.

G STANLEY ROBINSON, for many years employed
. with Walter E. Bedell, Buffalo, N. Y., in the ca-
pacity of display manager, is now affiliated with Oppen-
heim, Collins & Company, Buffalo.

DE. RODDY has succeeded Mr. Beaver as display
• manager for the Hub, State Street, Chicago. Mr.
Beaver is now display and merchandise manager for
Anderson Bros., Chicago.

ORTON A. WILDER, for eight years display man-
ager for Benoit's, Portland, Maine, has accepted a
similar post with the Low-King Company, Lewiston,
Maine.

AF SMI
. Hntchin

SMITH, formerly with Pegues-Wright Co.

son, Kas., but more recently of Davenport, ^-^' thai display manager for B. Altman & Co., New York

la., has been named display manager for the Lyon Cloth-
ing Company, San Diego, California.

■p JACKSON', formerly of the staff of Herman Franken-

City, is now assisting in the decorating department of W. A.
Wieboldt & Co., Chicago, where Mr. Oehler has charge of
display work.

JOHN D. LYNCH is now in charge of the display
department for Poser's Economy Store, Huntingdon,
Pa., has resigned to assume charge of the window and
store decorations for Hazlett Bros., Huntingdon.

BENJAMIN GROBAN is now directing the display
department for the Fashion and Irwin's Stores,
Dayton, Ohio. He was formerly with Elder & Johnston
Company, same city.

JACK DARLING, recently with Thalheimer's, Rich-
mond, Va., and later display manager for the New
York Waist Shop, Washington, D. C, is now directing
the decorating department for Lansburgh & Brother,
Washington, D. C.

HOW easy it is to buy in some stores. You go in
for one thing and come out with several. How
does it happen? Well, there is something more to
that sort of salesmanship than bargains. Let's call
it the "psychology of environment." The store that
makes you feel happy while you spend ; has its goods
pleasingly displayed, decorates a little in accord with
the various seasons of the year, and very probably has
all merchandise plainly priced.

LET not your price be loo low, for a price bearing no
profit to you is charity and no self-respecting person
vvantcth charity at j'our hands.

EJ. BERG, display manager for Burgess-Nash Com-
• pany, Omaha, Nebraska, and ex-president of the
I. A. D. M., made an extensive buying trip through the
East following the Detroit convention, where he was an
important figure.

KARL M. AMDAHL, displaly manager for the Palace
.Store, .Spokane, Wash., visited Chicago, Milwaukee,
Minneapolis, St. Paul and Omaha following the Detroit
convention. Mr. Amdahl is the newly elected 2nd vice-
president of the I. A. D. M.

IS your store window out in front making a selling talk
to each passerby? Or is it so shabby that it looks more
like a beggar than a salesman?

By w^ay of variety, wouldin't it be a fine idea to give the
buyer some real information about the goods you are try-
ing to sell him? Of course it is possible and very probable
that you don't know anything about the merchandise you
are offering. Such being the case you are missing all the
fun of business and should at once set aside a definite part
of your time to learning the "human interest" stories back
of your goods. And you will one day wake up and find
that some of your information is leaking out into your
advertising and Actually Paying Cash Dividends.

$100,000.00 WASTED

Last year by display men on ruined shirts
and laundry costs. How much did it cost
you ?

The use of shirts on clothing display forms
is no longer necessary ; the HATCH METAL
NECKBAND and a small piece of material,
12x18, gives you the same effect in less time
at a saving that can hardly be estimated.

$12
per
doz.

$135
per
grs.

The selling appeal of many a well displayed
suit is lost when shown over a faded, soiled
or cheap appearing shirt; use the best ma-
terials in small pieces, at a cost of a few
cents.

Neckband Adjustable to All Size Collars
and Forms

Hatch Metal Neckband Co.

Detroit, Mich. 275 Jefferson Ave., East

Single band sent as sample if desired.

Our line of forms for the coming season are
modeled to conform to the prevailing mode of the
garments — the enameling is absolutely smooth
egg shell finish. The metal standards are sup-
ported by our beautiful high bases — noteworthy
for heavy iron weight inside of the shell covering.

Also Beautiful "Period" Wood Mountings
Furnished

Ask for Catalog E.

For a full line of Period Wood Fixtures for all lines,
and embracing some exclusive and new designs ask for
our Catalog "L."

Catalog "E" shows the line of metal fixtures, Racks,
Hangers, etc.

Window Valances, a large stock on hand for immediate de-
livery. Send for samples.

Window Buffs: Our beautiful line of exclusive designs,
made of silk Velour (also cloister cloth), come in 18 colors
and over 400 designs in art Borders.

Ask for leaflet showing actual colors; also swatches of
materials.

Decorating' Plushes, ask for samples.

Visit Our Chicago or New York Show Rooms

THE HECHT FIXTURE CO.

Medinah Bldg., Chicago

Wells St. & Jackson Blvd.

NEW YOEK SHOW BOOM:

65.67 East 12th
Bet. Broadway and 4tli Ave.

/ sazv it ill the August "Merchants Record" — Page gs

MirKMIIIIIIIItlNIrril

FoT- Our CAdveT-tiser^s

Craftsman Decorations

Display men will naturally be interested in the anounce-
ment of The Craftsman Shops of Milwaukee, a new organi-
zation entering the field of window and store decoration.
This is a body of trained artists of exceptional ability who
are also fully conversant with the requirements of window
afecoration. It is their purpose to furnish window settings
of the highest artistic merit but which conform fully to
merchandising necessities. It is planned to produce dis-
plays of the highest possible standard at moderate prices.

The organization of master craftsmen is well qualified
to design and supervise the building or installation of
show windows, backgrounds, fixtures, interior decorations
and everything connected with the beautifying of the
modern store. At their disposal is an immense amount c.
high class decorative material which is to be handled on
a rental basis thus reducing the cost of temporary decora-
tions to the 'minimum.

No catalog is to be issued at this time but sketches and
elaborate information will be supplied to any who may be
interested. The address is The Craftsman Shops, 113-117
Wisconsin St., Milwaukee, Wis.

New Plastic Ornaments

A new and decidedly attractive line of vases, urns and
other plastic ornaments has just been introduced by the
Hccht Fixture Co., Medinah Building, Chicago. This
artistic product is called Pulpoline and has several decided
advantages over the plaster and papier mache ornaments
now used.

Pulpoline is much lighter and stronger than plaster and
is far smother and more durable than papier mache. This
new product is made in vases of all sizes which can be
supplied in plain finishes or hand painted. The vases with
ordinary handling will last indefinitely and may be re-
painted in different designs whenever that may be desired.
One of the vases shown is in an exquisite Wedgwood
design in cameo effect in relief.

Another feature that will interest the display man is a
new decorative pile fabric just being placed on the market
by Hecht & Co. This is called Panoply and is a wonder-
fully soft fabric which comes in a wide range of colors.
The texture presents a wonderful gloss or sheen that
makes it exceedingly rich and eflfective when used in the
window. Panoply is 50 inches wide and the ranges of
colors will meet any requirement.

Hecht & 'Co. have also added a line of artificial flowers
to complete their big line of window display equipment
and supplies.

New Desin^s in Flowers

E. Ballerini, of the Mutual Flower Co., 82 West Third
St., New York is now in Europe on an extended tour in
search of novelties and improved ideas in floral decora-
tions for the American market. Mr. Ballerini is a veteran
in the artificial flower trade having been actually connected
with this business for more than si.xty years.

While in Europe Mr. Ballerini will visit all of the
leading centers of the artificial flower industry with which
he is intimately familiar. In Paris, he has arranged to
secure designs and samples from some of the most cele-
brated artists in this line. He will also visit other European
capitals for the same purpose. Already many new samples
have been received at the factory of the Mutual Flower Co.

and a number of entirely new decorative features are in
course of preparation for the holidays and next spring.

The Mutual Flower Co., while one of the oldest houses
in this line, has only been selling to the user direct for
the past two years. Prior to that time the factory output
was distributed through jobbers. By selling direct a big
saving is made to the user. At the I. A. D. M. convention
in Detroit a big display was made by this company and
very satisfactory orders were billed owing to the high
quality of the goods shown and the lowness of their price.

Championship Class

The Adler-Joncs Company of Chicago is the recipient
of congratulations from their many friends among the dis-
play men throughout the country, over the success they
made at the recent convention of the International Dis-
play Men's Association at Detroit.

They were awarded the "First Prize" given by that
association for the best window unit, in competition with
the many other flower houses of the country — and took
the silver medal with flying colors, getting 350 votes, their
nearest competitor receiving 40.

The Am-er-Jones Ch.vmpionship Screen

The prize winning window unit was the silver and
royal blue, and was made up of a three panel wing screen
and silver and royal blue silk plush with panels of silver
net. The foliage drapes were of garlands of silver cloth
foliage. The vase used was their standard No. 879 A,
Imperial Vase in silver blue to harmonize with the back-
ground and was filled with deep blue silver cloth poppies
in two stock sizes. A single bluebird on tlie foliage stem
placed in the vase left a touch of harmony with the blue-
birds on the screen. The drape of royal blue plush was
draped from the vase to the floor of silver bronze floor
blocks. These blocks were air brushed on the corners
in blue to carry out the color motive.

The cost of screen complete without bluebirds was
$125. The bluebirds used were of stock form and would
sell for $21 per dozen. The Imperial \'ase was sold by
Adler-Jones for $16.50.

Nine poppies were used, three of the large size, Con-
vention Special, No. 18, would sell at $17 per dozen, and
six of the smaller size. Convention Special, No. 19, would
sell at $50 per dozen. One bluebird on foliage stem was
Used and would sell at ^33 per dozen.

When you want the best

USE
DEVOE SHOW CARD COLORS

Quality
unexcelled

Made in
24 colors.

Send for
descriptive
folder and
Color-
Card.

For satis-
factory
work use

Devoe Show Card Brushes made in all styles and sizes, with

nickeled and copper ferrules.

Illustrated circulars for the asking

DEVOE & RAYNOLDS CO., INC.

Hew York
Buffalo

Chicago
Denver

Kansas City
Minneapolis

New Orleans
Cincinnati

Have You Received
Your Copy?

If you are interested in real art window furniture
of the highest class, you will find this book the
most complete ever published on this subject.
Our fixtures are thoroughly practical; they are
designed in exceptional taste and built to give
real service.

Send for this catalog now if you have not received one.

DECORATIVE FIXTURE CO.
1600 S. Jefferson St. CHICAGO

Use Feldman's

Humanized Wax Figures
In Your Fall Displays

Feldman's Wax Figures will give class and
distinction to any merchandise that you
show w^ith them. They have a charm and
grace that catches the attention and turns
the passerby into a customer.

You will find that any garment looks better
on a Feldman Figure.

Send for Our Catalog

Our latest catalog shows our complete line
of Humanized Wax Figures and display fix-
tures of every description. If you haven't
received a copy, send for it at once. You
will find it a big money saver w^hen you are
ready to select your fixtures for fall.

We also manufacture valances, artificial
flowers and original novelties.

Feldman Fixture Co.

22-26 W. 30th St. New York

I . saw it ill flic August "Merchants Record" — Page 95

Walter Nelson with N. P. P. Co.

Walter Nelson, formerly display manager for the Day-
ton Dry Goods Co. of Minneapolis, Minn., has resigned
that position to become connected with the Natural Plant
Preservers Co. of New York. Mr. Nelson will act as
salesman covering the northwest and as far south as
Oklahoma. He has a thorough knowledge of all phases
of window display and decoration and has a wide acquaint-
ance among display men. His long experience in big, high
class stores should make him especially valuable both to
his firm and to the display men to whom he sells.

Mr. Martin Mittelmark of this firm is now in Europe
securing novelties for the holiday season. He writes that
he will be able to offer some remarkable attractions in
the near future.

Detroit Branch for Onli-Wa

J. H. De Weese, President of the Onli-Wa Fixture Co.,
jOayton, Ohio, announces that his firm is now represented
in Detroit by the Benning Decorative Co., 304 Park Build-
ing, 76-82 Washington Blvd, Detroit, Mich. Here will be
shown the full wood line manufactured by the Onli-Wa
Fixture Co.

Hi^hli^hts of the Convention

The International Association of Display Men pro-
duced a successful convention in Detroit in the Arcaaia
Auditorium, from the 12th to the 15th of July.

The display men came to the convention chiefly for
new ideas, and these were presented both by the manu-
facturers present, in the shape of articles displayed in the
various booths, and also in lectures and trimming demon-
strations.

The show resembled a large flower show, there were
so many flower houses represented, and each one put on
a magnificent display. Some natural flowers, branches, etc.,
which had been cured and painted, were demonstrated.
They were considered especially attractive for fall display.

The Curtis-Leger Fi.xture Company presented a new idea
of electric flowers, the flowers being made up in artistic
baskets, with the petals folded around miniature colored
electric bulbs. The baskets when illuminated produced a
very artistic and startling effect. .

Among the new ideas in fixtures and store equipment
that were shown, was a new attachment for X-Ray Re-
flectors, which was demonstrated by the General Electric
Company and the Curtis-Leger Fixture Company. This
was an advance showing of an attachment which will be
on the market some time next October, to produce scenic
color lighting effects in display windows. The color ef-
fect was produced by attaching a neat metal holder on
the lower opening of the reflector, into which is inserted
a gelatin screen of the color required.

It seemed to be the consensus of opinion of the dis-
play men present that the next few years would show
rapid strides in the same kind of color lighting effects in
show windows as are now seen on the stage. For ex-
ample, Christmas trims can be fitted up with windows
showing a bright red tint on all articles displayed, the
adjoining window showing a green tint on articles dis-
played, which will give a Christmaslike touch to the
display.

Among other new ideas which these display men
liked, is a new fabric known as a French floor covering
and window drape. This fabric has a soft lustre, making
it very appropriate for a floor covering. It was predicted
by some of the display men present, that this new fabric,
shown by the Curtis-Leger Furniture Company, would in
the near future take the place of velour mats and rugs for
show windows. The same Company also showed new
draping effects as produced by mohair fabrics. The new
pretty color, as well as the new burnt orange color, was
received with a great deal of satisfaction by the display
men, as they realize the non-fading and washable values
of this fabric, as well as the fact that this fabric also main-
tains its original lustre and sheds the dust.

Several TruDaLight units were shown for color

Viiv/.E Uisi'LAv liv Hugh L. Gordon McVicar, Howard & Millhaubti- Wichita, Kansas

Modem Ideas for Your Fall Displays

Our new autumn circular shows a great variety of new designs that we have
prepared for your fall show windows and you will find these decorations ex-
ceedingly satisfactory in every detail of material, design and workmanship.

It will pay you to examine our circular carefully and compare our designs and
prices with those of other dealers before choosing your fall decorations. We
believe we can meet your most exacting requirements as to beauty of design,
prompt service and satisfactory price.

If you have not received our circular, send for it today — it will interest you.

Modem Artificial Flower Co. "cmcTGo^"

I An attractive window is a valuable asset. Our Fix- |

= tures make windows attractive. Send for our FREE |

I Catalogue of Fixtures and Suggestions how to use 1

1 them. I

I Artistic Wood Turning Works |

s Formerly Polay Fixture Service M

I 515 N. Halsted St., Chicago, III. |

I FIXTURES WITH A NATIONAL REPUTATION |

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Plastic
Composition

WINDOW
DECORATIONS

are

Wonderfully

Effective

They come in a very large
assortment of decorations
such as pedestals, columns,
urns, vases, flower boxes,
busts, full figures, etc.

Waiar TTnimfniTi This fountain, as il

the attractive nature of our product. Wired and
equipped with motor and pumpj
which pumps water to the upper
Bhell and flows to the lower shell.
Water basin lined with metal-
Comes in two sizes, 6 ft high,
base 3 ft. X 4 ft., or 4 ft. 9 in.
high, with slightly smaller has

Write

for oiir

interesting

Illustrated

Catalogue

Chicago
Statuary
Mfg. Co.,

Corner
MilwauVee
Avenue and
Des Plaines
Street,
CHICAGO

/ .salt' it in the August "Merchants Record" — Page 97

You can do better work with a PAASCHE

Every displayman
needs a PAASCHE
Moder'D" Air Brush

This simple and highly efficient tool is a practical
necessity in display man's equipment. It enables
him to get better results at a greater saving of
time and effort.

The famous "3-in-l" is easy to use and keep
clean. Thousands of them are in daily use by
leading display men and showcard .writers.

Send for our latest catalog — it is full of clever
ideas that you can use.

'i^id^ ^ll^ud*

1229 Washington Blvd.
CHICAGO

BeautlfuJ effects are easy with a PAASCHE

matching devices, both for haberdasher stores, counter
use and for rug dealers. The latter, including O. W.
Richardson of Chicago, are using color matching devices
to demonstrate the actual colors which their rugs will have
in the daytime.

The display men welcomed Curtis-Leger's new wax
finish, which was demonstrated as being composed of a
composition of wax and other ingredients, giving it a
washable finish. This will mean a great deal in the future
to display men, as, rather than having the faces of their
figures retouched every so often, all that will be necessary
is washing them off with ivory soap and water. The high
melting point and fact that this new composition does
not hold the heat, means that many windows which in the
past have been too hot, may now display wax without
fear of its melting. Mr. Fred Hoffman of Chicago was
one of the leading wax men present at the show.

There was a larger line of show window valances
shown at this convention than there ever has been in
the past. Curtis-Leger displayed some thirty-five new
patterns of continuous design valances, made up specially
for this fall, as well as many new patterns of special
valances. There were other striking effects in valances
shown by various companies.

The display of wood fixtures far overshadowed that
of metal fixtures. Attractive Louis the 16th period wood
fixtures were shown.

^MIIIIIIHIIIIIIIIIIIIIHIIIIIIIIIIIIIIIIIIIIIinilllllUlllllllllllllllllllllllllllllllllllllllnillllllllHIIIIIUIIIIIIIIIIIIIIIItllllllllllllllMIIIHP::

I Vree Employment Service |

ElllHIIIIIIIIIIIIIHIHIIIIIIIIIIIIIIIIIIIIItlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll!!

HP HE following lists are published with a view of
^ offering a new Employment Service to merchants
and display men, and who are requested to avail them-
selves of the benefits of this service which is to be
maintained by Merchants Record and Show Win-
dow in collaboration with the International Association
of Display Men.

This service is absolutely without charge to the
merchant or display man and is inaugurated solely
for the purpose of being of assistance to merchants in
listing their needs in display work, and to obtain com-
munication with capable and reliable display men. To
the display man desiring a position, or for one seeking
a change, it offers a means of placing his quaHfications
before a great field of merchants.

Positions Open

Wanted — First-class display man and cardwriter

by a progressive clothing store. This position offers un-
limited advancement to the right man. Address F-90.

We are in immediate need of a window^ decorator

and cardwriter. Unusual opportunity for a young ener-
getic worker. Salary $50.00 per week. Address F-91.

Wanted — Competent display man and cardw^riter

for a large department store in Iowa. We desire a man
who has had experience on floor to assist in department.
Address F-92.

Wanted — Expert display man and cardwriter for

position in men's clothing and furnishing store. Give ref-
erence and full detail in first letter. Address F-93.

Display Men Desiring Change of Positions

Display man and cardwriter with six years expe-
rience will locate with progressive store. Prefers eastern
part of Pennsylvania. Can furnish best of references.
.\ddress Box D-202.

Display man and cardwriter wants position with a

high-class progressive store. Am young and full of "Pep."
Have had ten years experience. Best of reference. Ad-
dress Box D-203.

High-class window trimmer and cardwriter desires

change. Seven years experience in department store. Sal-
ary to start $200.00 per month. Address Box D-204.

Competent display man apd cardwriter open for

new position. Five years experience in general store. Can
furnish the best of references. Address Box D-205.

Expert display man and cardwriter with six years'

experience desires change. My windows have taken a num-
ber of prizes. Can furnish the best of references. Salary
to start $55.00. Address Box D-200.

Display maji with several years' experience in

Ladies-Ready-to-Wear store is open for new position.
Can furnish the best of references. Prefers middle west or
city in Ohio of .10,000. Salary to start $45.00. Address Box
D-201.

Assistant to expert display manager desires change.

Three years experience. Would prefer a position as first
assistant or display manager. Salary to start $35.00. Ad-
dress Box D-205.

Young lady display artist aaid cardwriter seeks

position with first-class store. Many years experience.
Can furnish good references. .-Kddress Box D-207.

Expert display man and cardwriter desires change.

Extensive experience in general display work. Prefers
Ladies-Ready-to-Wear or Department Store. .Address Bo.x
D-209.

Don't WasU Time

npHE new season is almost on us.
Are you ready with the right
forms, fixtures and wax figures to cash
in on it?

Established 1888

= 1146 Broadway
= at 27th St.

ii^iiiiiiiit]iiiiiiiiiiiiaiiiiiiiiiiiic:i

RANKEE

I DISPLAY nXTUBECnl

Phone =

Madison Square =

1490 =

llllll(]lllllllllllinillllllirillC»>

It Was a

Walkaway
at Detroit

for WK show card colors and
"everything" for the card-
writer.

A post card will
bring our catalog.
Yo u need it !

Wallbrunn, Kling&Co.

327-329 S. Clark St.,

Chicago

Pay Big Dividends
In Increased Sales

THE attractive display of mer-
chandise which KAWNEER
Store Fronts make possible in-
creased sales. The results are definite and tang:ible. The cash register tells the story.

A handsome, modem KAWNEER FRONT makes your store look its part , ^^^
as the establishment of a progressive merchant. Buyers like to deal with sue- >^awneer
cessful stores. Your sales force will take on new pride and enthusiasm,
they will sell more goods. These are proven facts — the experience of
more than 100,000 KAWNEER users, who have increased their y
sales by means of these scientiffcally designed store fronts. You >^Please send me "Book
can do the same. Learn how. Simply pin the coupon to ^ °^ Designs."
your letterhead.

THE

COM P A N Y

NILES MICHIGAN

/ saw it in the August "Merchants Record" — Page 99

Thank You!

I. A. D. M.

for your interest in our ex-
hibit. We were glad to
have had the opportunity to
meet you again and trust
that we may have the op-
portunity to serve you in
the near future. We are
preparing a series of photo-
graphs of our new Hne of

BACK GROUNDS

Write us, we will be pleased
to mail you these photo-
graphs and don't

forget our

VALANCES

The L. A. Kichler Co.

717 Lakeside Ave., N. W. Cleveland

Fit Your Windows with
ONLI — W A
Display Fixtures
That Attract
Attention.

Colonial Period

Styles for all

Kinds of Goods

Send for our latest catalog No. 6 showing our
complete line of High Grade Wooden Display
Fixtures.

THE ONLI-WA FIXTURE CO.

Dayton, Ohio

Originators of Practical Display Fixtures

•

44164 Chrysanthemum Basket. 27 in. x 22 in., filled with
Chrysanthemums, autumn foliage, with ribbon to
match, each $3.95.

Our catalogue No. 44 illustrated in colors, free for the asking

Frank Netschert

61 Barclay St., New York, N. Y.

D I E T Z

DISTINCTIVE
DECORATIONS

You will always find Dietz Dec-
orations to be distinguished by a
characteristic beauty and charm
that places them in the highest
class.

These decorations are designed
for the display man who appre-
ciates true artistic merit. They are
made by skilled workers from the
best materials and the coloring- is
as nearly perfect as it is possible to
reproduce nature.

Use Dietz Decorations in your
autumn windows and you will be
assured of 100% satisfaction.
Wnte us now

E. C. DIETZ

219 E. 34th Street, New York

j;<' It ill tlif Aufriisl "Merchants Record" — Page too

You c a n't
turn out the best
of work with poor
brushes and supplies. With
originality and good work in
demand you are losing money
m using any but the best of tools
and materials.

fVv

Get Strong's Supply Catalog Now

Strong's Supplj- Catalog lists onli- such things as have proven satisfactory.
W» do the "tjying-out" — not you. Because we buy in large quantities
wo »re rble to demand best quality at lowest possible price.?. For
twenty years we have been passing this advantage on to our customers.

BSITSKISS

Wherever brushes aa^ used our
BLUE HANDLE BRAND and
their Inbuilt quality is known.
These brushes make good because
they are made good. Each Indi-
Tldual brush is built with the
greatest care. The hair is gath-
ered, trimmed and set so i>er-
fectly that the iKissibllity of split-
ting or falling out is eliminated.
The BLUB HANDLE BRAND in-
cludes brushes of every size and
shape for the sign or card writer's
everj- purpose. Remember a work-
man l3 as good as his tools.
Be sure your brushes are BLUE
HANDLE BRAND. Every brush
carries our money-back guarantee.

STTPFIilES

Tou can't get good results with
poor or lifeless colors. You can't
save time and thereby money with-
out up-to-the-minute equipment.
From Thumb -Tacks to Air Brush
Outfits, from CJolors to Complete
Card Writers' Outfits, our supplies
are up-to-the-minute in design and
top-notch In quality. Buying In
Quantity from the manufacturers,
we offer you the benefit of low
prices on quality supplies. Get our
catalog of BLUE HANDLE BRAND
Bnishea and Supplies and judge
this for yourself. Quit experiment-
ing; buy colors and supplies of
proven quality.

Send for Strono's Supply Catalog today, while you think of It.

jPetroit ^cHoot of fettering

1808 D.S.L. Bldg. Detroit, Mich.

HE Display
Man who is

particular
about style
and class in
decorations,
but cannot afford to pay
exorbitant prices, will be
especially pleased with our fall
line. Our quality is unsurpassed
and our prices are the lowest.

Our experience of nearly seventy years in
designing and making flowers has taught
us the value of careful attention to the
seemingly small details that are generally
overlooked by most manufacturers. Our
latest catalog will be mailed you for the
asking.

Mutual Flower Co.

82 West Third Street, NEW YORK

DISPLAY ROOM: 1142 BROADWAY.

These Outfits are a Great Investment

These outfits will greatly reduce the cost of nnaintaining y->ur
wax fisures and flesh enameled ditplay forms.

USED BY LEADING STORES IN EVERY
STATE

With Thi« Outfit— You Can Clean
and Retouch Your Own WaxFigures

Producing the same high class (oil
finish) as executed at the factory. COM-
PLETE OUTFIT include! prepared ma-
terials to clean and retouch 100 figures
Full formula. Tools. Instructions.
Price for complete outfit S5.00

TTSB NUENAHEL to efean and refinlsh yoar
^ enamel forms the right way. With this com-
plete outfit you can clean and reflnlsh your flesh
enamel forms, producing the same dull flnUh as
when fi rat purchased

SATISFACTION GUARANTEED OR VOOR

MONKY BAOK
No. 1 outfit will clean and refinish 100fonns.$1.76
No. 2 outfit will clean and reliriish 200 forms. 2. 60
No. 3 outfit will clean and relinisb 300 forms. 3. 50
No. 4 outfit will clean and refinlsh 500 forms. 5. 00
NUEN AMEL li made expressly to clean and
refinlsh flesh enamel forms. No other prepara-
tion will produce the snme dull flesh finish.

IT DOESN'T MATTER HOW BADLY YOUR FLESH
ENAMEL FORMS CRACK. CHIP. OR PEEL OFF

They can be easily repaired with FLUSH ENAMSL
( GMI^NT and used again for dl^lay. FLESH ENAMEL
CEMENT is easy to apply and dries bard to match the
enamel surface. Fully Guaranteed.
Full Instructions hon to use with each outfit.

Price $1.25

Price I.7S

Price 2.50

Price 3.00

will not

age

8 ounces net weight
16 ounces net weight
32 ounces net weight.
48 ounces net weight.

It pays to purchase In large quantities,
affect materials.

Eyelashes for wax figures. Correctly shaped. Beady to
fit In place. 50c set, 6 seta $2.50. 12 seU, $4.50. Full
directions with each set. Same as used by leading figure
manufacturers.

New Catalogue Pree

Harrisburg Wax Figure Renovating Co.

335 Crescent Street, HarrUburg, Pa.

/ saw It in liie Auanst "Merchants RecDiil" — Page lor

Bare's the proper ready-to-fit eyelasheB for wax flgures.
The Mun« a« we wapply to leading manof actarers ot wax
figures both, in United States and Canada.

Eyelashes made of the finest French
1 stock. Correctly shaped.
I Full directions included enable any per-
' son to fit them in place.

Price per set (of four lashes), 50c; six

sets, $2.50; 12 sets, $4.50.

LIQUID IVORY CEMENT ^-^eS^wt"

Mends Joints solid as welded iron. Dries hard over night

For broken wax fingers, broken
dolls or anything where it is nec-
essary for permanent joining.
Folly Guaranteed
2 Onnoe Bottle, 90.50
4 " " .75

6 " " 1.00

8 " " 1.50

16 " " 2.00

32 " " 3.00

Full directions how to use with each bottle.

HABBISBTTBG- WAX FIOTTSE BEITOVATZNa CO.
335 Crescent Street Sarxisbnrg, Penna., XJ. 8, A.

Air Brush Blanks

at Before-War Prices

Display Cards and Price Tickets

Agents send for our new stock list of 11x14
Stock Cards, 150% profit, 2,000 designs, more
than 200 wordings.

Send for Catalog No. 72

APEX SHOW CARD SERVICE

224 Cass Ave. Detroit, Mich.

Improve your WINDOWS with
Nadeco Maid VALANCES

Large Variety of Stock Patterns

or Special Designs Made for You

Write for handsome Catalog and name of I^ocal Dealer

NATIONAL DECORATIVE CO.

510 Federal St., Camden, N. J.

lltllllllllMIIIMIMMIIIIIimimilllM^

More Talks by the Old Storekeeper

New Book by Frank Farrington

These new talks are better than the first set and more
valuable to the merchant. This book Is worth a hnndred
dollars to any merchant who is looking for ways to
develop his business.

SYNOPSIS OF CONTENTS

256 PAGES
4^X7 in.

Those Mall Order Housn
Semelhing About Clerks
How Retail Advertising Pays
The Clothes Tou Wear
Handling the Honey
Special Newspaper Advertising
Delivering the Goods
The Dealer's Best Help

The Traveling Man
A New Competitor Opeiu
A Customer 's Point ol View
How to Have Good Clerks
Getting the Business Back
Using the Windows
Developing the High Clau Trade
Self-Selling Goods

21 Full Page Illustrations. Bound in Cloth

Price, postpaid only $100. Your money back if
you want it.

MERCHANTS RECORD & SHOW WINDOW
431 So. Dearborn St. CHICAGO

FOR WINDOWS AND BACKGROUNDS

Use Silk Plnstaes. Velonrs, Felts, Cretonnes

Tapestries and Sunlast Draperies

Write lor Samples and Prices

F. A. RAUCH & CO.

410 South Market Street. CHICAGO. ILLINOIS

Smtiiniiigniiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiinimiiiiiiinniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiin

Air Brush Stencil Designs |

5 11x14 cut stencils with sketch of each, $5.00 |

Can be used on different size cards.
Our Air Brush Colors won't clog the brush.

I Let us send you circular of designs.

|L. O. butcher & BRO."«cSkS5!^o?S5.."

5«njimiiiuiiiiuiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiuiiiiiiiiiiiiDiiiniiiniiiniiiinuDiiiniiiDiiiuiiiuiniiiiiiiiiiiiiiiiiiiiuiiiiiiiiimuuiDuuiiiiniu

I Want, For Sale, Etc. |

I All Notices under this Department, $1.50 each insertion |
I of 40 words or less, and 30 cents for each additional |

I 10 words. I

wiiiiiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiir

WANTEI> — Salesmen for new window display fixture, no compe-
tition, good proposition for part time or side line, see our ad on page
77. Hatch Metal Neckband Co., 275 Jefferson Ave., East, Detroit, Mich.

WANTED — Window trimmer and card writer. Fine opportunity
for ambitious yoting man. 215 feet window display. Fine modern
store. Man must be thoroughly capable. Must have the best of refer-
ence as to honesty, character and reputation. Salary $110 per calendar
month. Bonus after six months service. Merchandise own use 15%
discount. Furnish reference with first letter. Yellowstone Mercantile
Co., Sidney, Montana.

DISPLAY MANAGERS— Glass Fruit. Something new. Like the
real Fruit. Grapes, Peaches, Apples, Crabapples, Apricoats, Plums,
Cherries, any color, $5.00 for fine line of samples. Baskets, Dining
room iFruit Frames, Plaques, Electric Fruit Baskets, made to order. Fine
for decoration. Agents make big money. A. W. Ayers Glass Fruit
Works, Box 1324, Wichita Falls, Texas.

WANTED — Wide awake display man, capable of producing cflfective
high-class men's wear displays for a store catering to the best trade in
town of 60,000. Excellent opportunity for a man willing to stick and
grow with a growing concern. Address Bo.x 377, care Merchants
Record and Show Window. 5707 West Lake St., Chicago, 111.

HELP WANTED — Progressive dry goods and women's apparel
store, town 10,000, wants live-wire window trimmer and card writer,
preferably with knowledge of advertising. Beautiful fifty-foot arcade
front. Must have ability, initiative and not airaid of work. Send win-
dow photos and card samples with .-application. State salary, references
and experience. H. D. Butterfield Co., Mitchell, So. Dak.

FOR SALE— Two Dapple Grey (Toledo) Display Horses. 13-3
hands high. $75.00 for the pair. Display Department, Forbes &
Wallace, Springfield, Mass. I

MR. 'WttNDOW TRIMMER— We can furnish ypu with a service!
of up-to-date ideas of New York's best window displays. Original
photographs 8x10 inches, of every line of merchandise, direct to you
at 50 cents each. Ask about our weekly service. Central PTjofo'
Studios, 25 West 42nd Street, New York, N. Y.

HELP WANTED— Window Dresser and Card Writer— good open-
ing for an experienced man who can furnish good references as to
ability and character. Applications will be treated confidentially,
n. B. Lovenian Co., Chattanooga, Tenn.

/ saw it in the August "Merchants Record" — Page loi

FOR SALE

Three beautiful hand-painted designs
for window panels or screens. Ex-
quisitely colored. The original work
of one of Japan's foremost artists. Size
15"x34". Designs have not previously
been utilized. Price $15.00 for set.
Rare opportunity for high-grade sug-
gestions. Address Editor, MERCHANTS
Record and Show Window.

»i\ jiMmHtntHutmmtiHwmtimtuimmm

Index To . CAdvertiseT-s I

GIMBEL BROTHERS

New York
Require a quantity of

Hand (Key) wound motors
For display work, to
Run about 10 hours

ADDRESS REPLY

DECORATING DEPARTMENT

High Class Paintings and
Backgrounds for Sale

One bird painting, size 8 ft. by 11 ft., for $20.00.
One butterfly painting, size 8 ft. by 10 ft.,
for $25.00.

2 large circles on beaver board, each 7 ft. 3
inches in diameter, striped in gold and laven-
der, supported on each end easel fashion, each
$20.00.

4 fancy screens 6I/2 ft. high by 2 ft. wide with
fancy design in half circle top, each self sup-
porting, price one $9.00, four $30.00.

A 29 ft. by 8 ft. Japanese background, in five
sections, 2 paintings and 3 upson board panels,
columns and cornice covered with fancy paint-
ed sateen, cost $225.00, price $90.00.

All the above are high class from the Bodine
studio.

Also five backgrounds of natural monks cloth
and Royal blue velour, at $25.00 to $40.00 each.
If interested get busy at once and send for
photos and complete outline of those you are
interested in.

J. H. DeWITT

Boston Store Wichita, Kans.

Adler-Jones Co 81

American Lithograph Co 104

Apex Show Card Service 102

Art Window Shade Co. '. 104

Artistic Wood Turning Works 97

Barlow-Kimnet Co Inside Front Cover

Baumann, L., & Company 89

Beaver Board Co 4

Bodine-Spanjer Co ; . 6

Botanical Decorating Co Inside Back Cover

. Bradford, I. L., & Co 16

Butcher, L. C, & Bro 102

Chicago Statuary Mfg. Co. 97

Compo-Board Company 2

Contents, Editorial 1

Craftsman Shops, The 85

Curtis-Leger Fixture Company Back Cover

Daily, Bert L 87

Decorative Fixture Co. 95

Decorators Supply Co 5

Detroit School of Lettermg 101

DeVoe & Raynolds Co., Inc 95

Dietz, E. C... 100

Display Manager's Hand Book of Decorations.... 18

Doty & Scrimgeour Sales Co 101

Elms & Sellon 93

Esterbrook Pen Mfg. Co 89

Feldman, L. A., Fixture Co ; 95

Frankel Display Fixture Co 99

French Wax Figure Co 3

Gasthoff, J. F., & Co 10

Harrisburg Wax Figure Renovating Co 101-102

Hatch Metal Neckband Co 93

Hecht Fixture Co 93

Hunt-Crawford Co 7

Imans, Pierre 12

Kawneer Mfg. Co 99

Kawner Mfg. Co 99

Kichler, L. A., Co 100

Koester School, The 79

Lackner Co., The 91

Leon, Morris, Mfg. Co 12

Lyons, Hugh & Co 2

McKenna Brass & Mfg. Co., Inc 19

Melius & Cowley . 3

Melzer, S. M., Co 104

Messmore & Damon, Inc 11

Modem Artificial Flower Co . 97

Modern Art Studios IS

Mutual Flower Co 101

National Decorative Co., Inc ,... 102

Natural Plant Preservers Co 14

Netschert, Carl, Estate 13

Netschert, Frank 100

Newcomb, E. R 104

Onken, Oscar, Co 104

Onli-Wa Fixture Co 100

Paasche Air Brush Co 98

Palmenberg's, J. R., Sons, Inc 83

Pittsburgh Reflector and Illuminating Co 91

Rauch, F. A., Co 102

Roth, Karl L. B 91

Schack Artificial Flower Co 9

Service Artificial Flower Co 17

Shasteen, Don, Studios 104

Stark Mills 8

Superior Brass &• Fixture Co 16

Sobel's, David, Sons 87

Timberlake, J. B., & Sons 104

A(Valbrunn, Kling & Co 99

Wants, For Sale, Etc 102-10.1

Welch-Wilmarth Companies 20

Window Decorative Works.. 104

Woodruff, D. W., & Co 91

it in the August "Merchants Record" — Page rox

HARDWOOD FLOORS

For Your Show Windows

Any carpenter can lay these floors
perfectly at a small cost.

Leading stores throughout the coun-
try have installed our beautiful hard-
wood floors. Send for our handsomely
colored catalog.

E. R. NEWCOMB

Telephone Harrison 7303

730 S. Wabash Ave. Chicago

DECORATIONS

of a Different Kind

Otir nc'M catalog shows a new line of decorations and
catchy ideas that will af'pcfll to every display man who
wishes to get away from the beaten path.

Jrapier iVlaClie New designs made in new stjle.

Backgrounds Clever, original, different.

t-'Ut UUtS — Catchy and highly ornamental.
Paintings — Handled in style you will like.

Flowers, Panels, Screens, Etc.

Send for our Catalog — It's full of ideas

Don Shasteen Studios '"xo^fedl^ohif"

S. M. MELZER CO.

Display
Fixtures

Show

Forms

Manufacturers of

. OUR ^
BUSINESS IS Td^
INCREASE YOUR.

>|USINES^

Wax

Figures

Brass
Railings

915 Filbert Street

Philadelphia, Pa.

. *. vtiM,.:

••mm,

ELECTRIC
WELDED

Best and

Cheapest

Price

Card, Stands,

Easels, Etc.

"Jaxon" Doll Stands
Adjustable 6 Sizes

No. 690

J. B. Timberlake & Sons, Mfrs.

JACKSON, MICH.

A new, original
and effective paper
for artistic win-
dow decoration.

Use it in Your Show Windows

A perfect reproduction of the genuine stone, our onyx
paper Is without doHbt the most appropriate covering
for window backgrounds and floors, panels, columns^
dividers, pedestals, draping stands, scenic frames,
units, flower boxes and other surfaces.
We also have a new paper that reproduces Circassian
Walnut perfectly.

In stock in convenient size in many beautiful colors
and patterns. Write for

samples. AMERICAN LITHOGRAPHIC Ca

Now being used with 19th ST. & 4th AVE. NEW YORK
splendid results by lead-
ing display men through- — .i^^^^^— -^^^^^i^i,^^^
out the country.

■iUIIII

Creators of the Newest Ideas in

WWWJi

I Valances and Panels |

I French Drape Valance a Specialty |

S Write today for our new catalogue and prices S

I THE WINDOW DECORATIVE WORKS |

= 1250W. Fourth Street. CLEVELAND, OHIO =

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinr^

Make Your Show Windows Pay Your Rent

Many Sales Are Made on the Sidewalk
New Catalogue No. 93 on Request

Our Line of

Period

Display

Fixtures

Will Help

You Make

Effective

Window

Displays

The Oscar Onken Co.

3748 West
Fourth St

Ctncinnatl, Oblo,
U. S. A.

siiHiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

I Valances and Shades I

I To Your Order for Your Fall Windows |

i We arc . specialists in French Puffed Shades and can |

1 offer exceptional values in this line. Send for our new |

i catalog. i

I ART WINDOW SHADE CO. |

I 2838 Broadway CHICAGO I

E I

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J saw it «H the August "Merchants Kccord" — Page J04

'HE continuous and
steady g^rowtK of
our business, year
after year, is con-
clusive proof tKat
our mercKandise and our ser-
vice meet the needs, completely
and satisfactorily, of the Dis-
play Men of America. When
g,GDd decorations are needed you
can depend on Botanical pro-
ducts to satisfy.

The Botanical Decorating Co.

Manufacturers and Importers of Super Artifieial Flowers and
Decorations. Designers and Builders of Super Window Furniture

208 West Adams Street

CHICAGO

DISPLAY EQUIPMENT FOR FALL

-V

Chicago

Skirt
Marker

.skirts
and
could

- without
Chicas

The only marker
with the correct oval
marking ring. We
now offer you an
efficient and simple
skirt marker which
will save you time
and insure correct
marking. One young
lady who marks
skirts at Marshall
Field & Co. may be
quoted as saving: "I
mark over 100,000
every year,
I positively
never do " it

the aid of the
Skirt Marker. I
never have skirts come
back because of mistakes
in marking. The cus-
tomer and myself are
glad to get away from
the old tiresome me-

A PERFECT LADY

Would you consider displaying your goods on scarecrows and barrel staves?

Certainly not. Your new fall stock is of the best and you must have the best

display fixtures for it.

That is the only kind of display equipment Curtis-Leger sells. We have learned

much in our fifty-one years of business experience. AVe pass our knowledge

on to you incorporated in our products.

Below is a list of our various lines. There are many items that will interest

vou. Mark them off and mail coupon in. ^

MAIL THIS COUPON

Curtis-Leger Fixture Co. :

Send us complete information, catalogue and prices on the
n Dry Goods Store. □ Men's Apparel.

Q Infjmts' Wear. □ Footwear.

WE AKB ESFi:CIAI.I.Y UTTEBESTEI} IN:

D Sun Flower Skirt Rack.

□ Metal Display Fixture.

□ Wood Period Fixtures.
n Glass Display Fixtures.
n Hubhead Coat Rack.

n C-M Extension Rack.
O Wall Case Hardware.
n Chicago Skirt Marker.

□ Men's Coat Forms.
n Boys' Forms.

D Ladies' Papier Mache

Forms.
O Componamel Forms.

□ Wood-Compo Leg Forms.
in Wax Heads and Figures.
n Collapsible Wire Forms.
n Bronze Window Tablets.

Name

n Bronze Signs.

n X-Ray Store Lighting.

D X-Ray Window Lighting.

□ X-Ray Show and Wall Case

Lighting.
Q Counter Color Matching

Lamp TruDaLight.
n Window Reachers.
n Cocoa Store Matting.
n Store Waste Baskets.

□ Papier Mache Trimmings

for Backgrounds.

n Papier Mache Display Nov-
elties.

n Men's Hangers.

n Women's Hangers.

n Infants' Hangers.

ns we check below:
n Women's Apparel.
n Music & Record Shop.

n Special Tailored Valances.

□ Continuous Design

Valances.

□ Window Rugs and Mats.

D Essex Shirt & Tie Racks.

n Shoe Chairs.

D Store Bent Wood Chairs.

n Shoe Fitting Stools.

n Traveling Step Ladder.

n Shoe and Glove Measuring

Sticks.
n Window Trimmers' Ladders.

□ Window Backgrounds.

□ Music &■ Record Shop.

VALANCES

□ Send for our new fall Val-

ance photos and prices.

□ Triplicate Mirrors.
n Hand Mirrors,

n Counter Mirrors.

D Silk Plush.

D Silk Velour.

n Window Novelties.

□ Wearever Store Entrance

Mats.

n Background Display Fab-
rics.

n Window Floor Coverings.

D Wicker Flower Baskets.

Address State and Town .

CURTIS-LEGER FIXTURE CO.

237 W. Jackson Bh^d.

KST. 1869

Chicasfo

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^Merchants ^^ecord

<^ ShowZinnxSw

September, 1920

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fifcl"

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^ No. 822 C/M

^ Our New Chicken Model
= Costume Form

WE
MANUFACTURE

and

SELL DIRECT

Everything needed by the Live Mer-
chant in the way of

DISPLAY
EQUIPMENT

For Windows or Store Interiors

WE
CONTROL

PRODUCTION
PRICE

QUALITY
DELIVERY

That is why we can guarantee
satisfaction. Write us today
about some thing you are in-
terested in and let us show^ you
WHY we have grown to be the

WORLD'S LARGEST
MANUFACTURERS

DISPLAY FORMS

WOOD AND METAL DISPLAY
EQUIPMENT

EXE-CUTIVE OFFICES AND SHOW ROOMS J

T24> Br€iJU>WAY

New York

Makrrs of Ihc I'diiioiis Mannequin I'lodiuls
THE DisM>'\ Forms

New Uptown Exhibition Rooms

1244 Broadway, Imperial Hotel, at 32nd St.

Factories:
New York, N. Y. Holyoke, Mass.

No. 832 C/M

Our New Chicken Model
Waist Form

OUR BOYS' FORMS
are just as accurate and
fine as our Men's and
Women's Display Forms.

No. 802

Boys' and Girls'

Forms

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gME^CHANTS <^ecord

and Show Window

An Illustrated Monthly Journal for Merchants, Display Manag,ers and Advertising Men.

^„ Published by „ ,,. , „_

Eastern Office Publication Office

5001 Woolworth Bldfe. CTL ^ \A -^T j. T> J f^ ^ 5707 West Lake Street

New York City '"iiie Merciiants Kecord >^o. cwca^o

SUBSCRIPTION RATES I ADVERTISING RATES

In advance, postage prepaid Classified advertisements $1.00 for five lines or less, (additional

United States, Canada, Mexicoland Cuba . $3.00 a Year ''"^s 15 cents each) each insertion. Payable in advance.

All Other Countries $4.00 a Year I Display rates furnished on application.

Direct all letters and make all remittances payable to the order of The Merchants Record Co., 5707 West
Lake Street, Chicago. Payments made to other than authorized collectors will not be recognized.

MEMBER CHICAGO TRADE PRESS ASSOCIATION

OFHCIAL ORGAN OF THE INTERNATIONAL ASSOCIATION OF DISPLAY MEN

Entered January 16, 1903, at Chicago, III., as second-class matter, under Act of Congress. March 3, 1879.

Volume XLVii Number 3

' Contents for Septemher, 1920

Pa^e

Analysis of Successful Merchandising ....... 21

By Raymond T. Whitnah

Modernizing the Store Front ........ 22

By Ellsworth H. Bates

Egyptian Ornament and Decoration ....... 25

By Henry Sherrod

Essentials in Displaying Lingerie ........ 28

Display Masterpiece - ......... 30

Furniture Display ........... 32

By P ul Lupo

Our Monthly Contest - - - 35

Our Service Department .......... 35

Draping Expert Features New York Show - - - - - - 36

Annual Prize Contest .......... 37

Notes from New York 38

By F. F. Purdy

How to Make Show Cards - - - - - - - - - 42

By G. "Wallace Hess

Art of Full Form Draping -.__ 45

By O. E. Wheete

Artificial Flowers and Foliage .-...,.. 4^

By Robert O. Johnson

I. A. D. M. — Report of Convention Chairman 48

Detroit Convention Delegates ........ 50

Movements of Display Men ......... ^Q

For Our Advertisers . . ^2

Index to Advertisers -.--_-. ---67

Make Buyers Out of Passersby

Because Hugh Lyons are distinctive they attract attention. They
increase the value, the effectiveness of window display. They help
to make buyers out of passersby.

Let us send you our new catalogs, w^hich show the period display
fixtures manufactured by Hugh Lyons & Company — the largest
builders of window and display fixtures in the world.

Hugh l^ONS & GOMPAN^^^

Make buyers Out Of passersby
Lansing- Mighican

NEW YORK SALESROOM CHICAGO SALESROOM

NEW YORK SALESROOM
35 W. 32 nd. STREET

234 S. FRANKLIN ST.

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Herewith is shown just one of thousands of ways Compo-Board may be used for window backgrounds,
cut outs, window dividers, partitions, etc. Compo-Board is the old original and genuine wood board.

Compo-Board Company

c
o

M
P
O

B
O
A
R
D

1404 LYNDALt AVE. NORTH
MINNEAPOLIS, MINNESOTA

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1 .taw it in the Scftembcr ".IfiTi/ioiif.t Record" — Page s

SOMETHING NEW

A Combination Blouse Form and Pedestal

It has always been more or less of a problem to finish off
the bottom of a waist attractively when shown on a form.
This problem is now solved with this new combination waist
form and pedestal.

You can also use the pedestal as a separate fixture when
the waist form is not in use.

Papier Mache Forms

This new Form is only one of the many contained in our
very complete line of Papier Mache forms and figures. Our
entire line includes the very latest shapes dictated by Fashion
for Fall.

French Wax Figures

Are the finest made in this country — the newest models are
all wax from the waist up, in order to display the newest
backless gowns. The models are very beautiful in appearance
and extremely chic in style. You can buy Wax Figures from
us at really reasonable prices.

The French Wax Figure Company

MEDINAH BLDG., CHICAGO Factory, 70 W. Water St., Milwaukee, Wis.

New Rombiiiation Waist Form and Pedestal — made of Papier
Majche base and Indestructible Compo-Finish that gives perfec-
tion of detail and flnisti impossible to obtain in any other ma-
terial.

SEE Va WHEir IN CaXCAOO

We occupy the entire fourteenth floor in the Medinah Bldg.,
Chleago. with largest display of Wax Figures ever shown.

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The attractive set of Meko De Lux Glass Fixtures pictured above would add 100 per cent to the
efficiency of your window displays. We have sets to fit any size window and at prices to fit any size
pocketbook. Let us send you illustrated circular.

VeJances and Window Rugs

Melco

De Lux

Glass

Fixtures

Glass Fixtures, like
diamonds are graded.
Some are clear and
pure, some are clouded
and poorly moulded.
The difference between
the clear and clouded is
that one make is pro-
tected from the fire and
fumes, while the other
is not. Hence, the dif-
ference in color. You
will find no mould mark
or seams on Malco De
Lux, neither will you
find any discolored or
clouded glass. Malco
De Lux is made by the
new process. Do not
accept the inferior kind.
Get the best for less
money.

A further improvement for your windows would be the use of Valances at the top of the plate glass. We suggest you let us
furnish you with illustrations of designs and prices.

We have anything you may need in Wood or Metal Fixtures, Window Rugs, Plushes, Artificial Flowers, Shoe Display Trees, etc.

MELIUS AND COWLEY

Distributors for French Wax Figure Co.

Write for Circulars

14th Floor Medinah Building

CHICAGO

/ saw it in the September "Merchants Record" — Page 3

Plan Your
Christmas Display

Now!

You will not only avoid disap-
pointment but you will actually
save money as we offer:

5% special Discount on all Christmas
orders placed before Oct. 15th

The ever increasing demand for our goods and our ardent desire to avoid all pos-
sible disappointment has prompted us to make this offer. Delivery can be made
any time you desire.

Schack 's new creation:

**The Baby Christmas Aster

9 f

Entirely different, beautiful and rich in appearance. A complete
line of new Christmas cut-outs, also illustrated in colors: Humpty-
Dumpty — Ole King Cole — Mother Goose and many others.

Schack'

1 920 Christmas Catalog in colors
o 1 920 Fall Catalog in colors

Just three hundred copies left of our Fall Catalog. If you
haven't received yours, wfrite at once.

Simply Mail This Coupon

THE SCHACK ARTIFICIAi; FZ-OWEB CO.,

1739-41 Milwaukee Ave., diicagro, 111.

I I Schack's 1920 Pall Catalog^.

I I Schack's 1920 Christmas Catalog:.
NAME

We manufacture a complete line of Floral Parade
Decorations. Write for our Floral Parade Lit-
erature.

THE SCHACK ARTIFICIAL FLOWER CO.

1739-41 Milwaukee Ave. Chicago, III.

CITY.

STATE.

-j;

/ saw it ill the Sc/'teiiihei "Mcrcliaiiis Record" — Page 4

THEDl

lTORS SUPPD

•ANY

The fixtures
shoion ate
on Correct
Gothic
Lines

Y tte Window Display you indicate to
tLe passer tkat tlie merchandise, service and
environment are o^ Kigli standard.

You can kave ' tke Best Patronized Store
in tte community if you epuip witk our
Distinctive Fixtures*

Our Catalog "W* is a remarkably complete
authority on window display furniture covering a
great variety of handsome and authentic period
designs. You will find this book a source of end-
less suggestions for making your window display?
more effective from a selling point of view.

THE DECORATORS SUPPLY CO.

ARCHER AVENUE AND LEO STREET
CHICAGO, U. S. A.

/ .■.aw it in llie Settcinbcr "Merchants Record" — Page 5

DO NOT FAIL TO VISIT

OUR SHOW ROOMS AND

STUDIO WHEN IN

CHICAGO

To get to our studios, take
Larrabee St. car. on Dear-
bom St. (downtown) ; go
north, get off at IMvieion
St., and walk 1 block west
to Chatham Court.

Bodine - Spanjer Decorations

have a character that is their own

You recognize them at once wherever you see them
because they have a distinctive style — an accuracy
of composition and harmony of line and color that
commands notice and appreciation.

But the outstanding characteristic of every Bodine-
Spanjer window setting is its appropriateness.
Every background created by this house is per-
fectly adapted to set off the merchandise for which
it is designed. That is the reason why these de-
signs appeal to the practical merchant as well as
to the artistic display man.

Bodine-Spanjer designs add to the selling force of any show window. If
your 7vindows are not lOO per cent selling efficient it will pay you to get
in touch zvith this house.

Our Catalog illustrates and describes matiy handsome decorative accessories
that you will find interesting and instructive. May we mail you one'

THE BODINE-SPANJER COMPANY

Designers and Manufacturers of Decorative Backgrounds
for Show Windows.

1160 CHATHAM COURT

Phone Diversey 2585

CHICAGO

The Perfection Projector

will double the beauty of your decorations

By the use of this efficient pro-
jector you can illuminate your deco-
rations (or any part of them) in any
color or tint you may desire, and with
any degree of brilliancy.

This projector was designed by an
illuminating engineer who is an ex-
pert at stage lighting. It is fitted
with a powerful lens and a special
lamp and has five gelatine slides in
different colors. These slides may be
used separately or in combinations
that will produce any color of the
rainbow.

In combination with our Super-
Floral Decorations, you can secure
gorgeous color effects with this pro-
jector, which may be placed in any
part of the window and attached to
any light socket. Adjustment at back
permits turning light in any direc-
tion.

The Perfection Projector i
Taylor, Marshall Field & Co
of the leading storeB.

Endorsed by flre underwriters.

used by Lord &
and many more

.M Ull

H.lMl Willi li-ii.-. n
t^houii with h'Tis

Send for a sample lamp today

.\i Kislil — l'ri)jciMor
Projector with adju.stable base
five colored shades, complete direc
Complete, each

Ill pi

and Stan
tions for

luH'iitralt' or 1
dard. special
securing any

iTiix.l iliuii

ix'iis iliuiiun

lamp,

color.

$32,50
THE BOTANICAL DECORATING CO., 208 W. Adams St., Chicago

/ saw it in the Sct'tember "Merchants Record" — Page 6

•^•^ "''1 J ■_

would Jie
Surprisedf

"Shades of Isis and Osiris, I couldn't
write a better book myself." And we
are certain he would say further, "I'll
wager two temples full of lotus blos-
soms that every Display Man in Amer-
ica will want a copy."

The Display Managers Handbook of Decoration

Egyptian Series

By L. S. Janes

This valuable addition to the literature of
decoration treats of the difTerent methods of
utilizing the motifs of ancient Egyptian art,
modernized so as to be applicable to YOUR
PARTICULAR NEEDS. Complete back-
grounds, panels, screens, furniture, fixtures,
ornaments, valances, floors, ceilings, lamps,
and dozens of other applications clearly shown
and keyed with a valuable hand-made color
chart.

No library or window display and decora-
tion is complete without this treatise on Egyp-
tian Decoration. For convenience use the cou-
pon.

The Merchants Record Co.

5707 West Lake Street
Chicago, 111.

The Merchants Record Co.,
5707 W. Lake St.,
Chicago, III.

Gentlemen :

Send me a copy of "The Display

Manager's Handbook," Egyptian

Series, for which I enclose Five

Dollars.

Kame

-Address

City

State

sazti it in the September "Merchant.': Record" — Page y

/^NE of the most important things about
^^ our business— the thing we value most

— is the confidence our customers have in

us, and in our merchandise.

It is part of our service to a customer to
see that he doesn't make any mistake
here. We mean to have him feel that it's
impossible to make a mistake.

When you place an order with us you
are buying more than the decorations you
have selected — you are buying a service
that assures you beauty, originality and
effect.

In our splendid line of decorations for
the holiday season you will find a won-
derful range from which to make your
selection. Included are a number of new
and original designs that we are showing
this season for the first time.

Our salesmen are now on the road and
will be glad to call upon you. To be sure
of seeing this wonderful line, we suggest
that you drop us a line.

The Natural Plant Preservers Co.

233 Fifth Avenue -:- -:- New York

Northwest Corner of Fifth Avenue and 27th Street

/ sarc il ill llie Srfti-inbci " Mcifhatilx Hccurd" — PuiK S

No. 9
A New Special

Adjustable
Revolving Rack

QU ALI TY
DISPLAY

FIXTURES

Has been our Motto for Sixty-six years. Every Fixture
is substantially built and finished by skilled workmen.

Write for New Catalogue and Prices
Representative will call on request

McKenna Brass & Manufacturing Co., Inc

PITTSBURGH, PA,
New York Represenlative i. B. WILLIAMS, 1142 Broadway, New Yorlt City

/ saw it ill the September "ileichants Record" — Page 9

Personal Supervision |

of every detail, every working day in the year by oyr Samuel Sobel, in the manufactur- J

ing of every article we sell, accounts for 90% of our business being repeat orders. 1

Repeat orders tell an important story |

of quality, merit of merchandise, and low prices, especially when w^e have H

openly published the names of our largest accounts. g

The largest chain store syndicates, whom we have helped to build their §

tremendous successes in splendid window displays, are using our forms M

and fixtures exclusively. Could there be a better or more practical reason M

why you should consult us or one of our listed local agents? M

Send for our circular which is just off the press
we make as to quality and values.

-it will prove all the claims =

DAVID SOBEL'S SONS J,1w''^ork™y

New England States

M. J. Benstock,

254 Washington St.,

Boston, Mass.

Ilinois and Indiana

L. & L. Fixture Co.,

401 Medinah Bldg.,

Chicago, 111.

Texas

R. L. Paxton,

Queen's Building,

Houston, Tex.

Wisconsin, Minnesota,

North Dakota, South Dakota,

and Montana

Fred C. Waters,
244 Plymouth Bldg.,
Minneapolis. Minn.

Michigan

R. J. Benning,

76 Washington Blvd.,

Detroit, Mich.

Chain Store Operators

J. Sobel,

143 Grand St.,

New York

T OOK for our advertisement in the October
issue, in which we will show the greatest
Christmas decorations in

Cloth and Paper

Our prices are the lowest — Quality the highest.
Write for our special circular.

J. F. Gasthoff & Company, Inc,

Leading Manufacturers of Artificial Flowers and Decorative Supplies

Danville, Illinois

/ saw il III the Scftcmber "^terchaHis Record" — Page in

I MESSMORE & DAMON'S

I High Class Displays at the Detroit Convention

These illustrations will call your attention to the wonderful line of papier mache we manu-
facture for window and store decoration.

Among our mechanical pieces are the Shimmying Santa, the Trained Seal, the Juggling Monkey and
other attractions that will draw big crowds.

Below are shown some of our wonderful decorative designs that have no equal.

Color Scheme used on our decorations complement the goods displayed.

I Messmore & Damon, Inc., 363 Ninth Avenue, New York |

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/ salt' it iti the September "Merchants Record" — Page It

Artistic Parisian Wax Fig,ures
and Forms

PIERRE IMANS

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Statuary in V/ax

CHEVALIER OF THE LEGION OF HONOUR

BEWARE of copies of my models and
sold as French Wax FigiUres. Either in
models or execution of same, my own work
is quite different from, all other similar
productions and is the only one having
true Parisian style and" chic".

Do not accept figures which do not bear
my signature stamped in the wax.

Ask for my illustrated catalog No. 24,
sent free on request.

Orders received through the medium oj
Paris Commission houses.

Paris, France

oinoo or

X.. GIITSBURG

Eik City, Okla.
Dear Sirs:

Sending you a picture of a window
(hat was in during our fall opening-.
Every window having the same back-
ground. I received several comments
on those bacligrounds and I attribute
my success to EZY-BII^T.
Respectfully,

RUSSELL, ROE,
Display Mgr. for The i:)ixie.

EZY-BILT WILL IMPROVE YOUR DIS-
PLAYS AT A SMALL COST

It is not expensive and can be used over and over

again.

It is easily constructed and requires no expensive

carpentering.

THE HUNT-CRAWFORD CO.

Coshocton, Ohio

/ .tntc i( 1)1 tlic Srl'li-inhcr "Merchants Record" — Pane :2

Use Nature's Decorations

No Artificial Decoration Can Compare with Southern Greens

Beaven's natural southern greens have a qual-
ity and distinction that no manufacturer can imi-
tate. Evergreens of various kinds attain a won-
derful perfection in this locality and the varieties
we handle retain their freshness and beauty for
a great length of time. We have had many years'
experience in handling these greens and we guar-
antee every shipment to be satisfactory in every
particular.

Use our greens for your next window^ or store
decoration — they will save you money and give
better results.

Send us your order early to guard against pos-
sible delays in transportation.

Gathering Southern Greens

Southern Wild Smilax

This is without doubt the most satisfactory decorative green known.
Will last for a great length of time, dries green and looks almost as
well when dry as when fresh. Leaves do not drop off easily. Very
light to ship. This is the most inexpensive decoration you can buy.

Case No.

Covers ApDrox.

Weight

Price

TOO sq. ft.

15' lbs.

$1.00

200 sq. ft.

20 lbs.

2.00

300 sq. ft.

25 lbs.

3.00

400 sq. ft.

30 lbs.

3.50

500 sq. ft.

40 lbs.

4.00

600 sq. ft.

50 lbs.

4.50

Magnolia Foliage

The magnolia is a wonderfully effective decorative
foliage which can be used in a great variety of ways.
It can be handled without damage and lasts almost
indefinitely. Fine for windows or interior. Can
readily be resold in form of wreaths, sprays, etc.

No. 1 $1.00 No. 4 $3.50

No. 2 2.00 No. 5 4.00

No. 6 3.O0 Vo. 6 4.50

Long Needle Pines

This is an especially pleasing window decoration.
It is also recommended for resale. It stands handlitig
well and will not wilt or fade. You can use these
for window or store decoration and later sell them at
a good profit.

Each

2 feet high $0.10

3 feet high 12K

4 feet high 15

Assorted sizes, 2 to 4 feet
Extra large sizes, S to 6 feet, $(

Chamaerop Palm Crowns

Highly effective for window or store decoration and ready sellers.
When placed in a vase, it is impossible to tell the chamaerop from a
living palm. These will be found most satisfactory for decorating or
resale.

Each

3 feet $0.15

4 feet 20

5 feet 30

5 feet 25

Assorted sizes

Sabal Palm Leaves

A pleasing and popular decoration especially adapted to store interi-
ors. Are quite inexpensive and make a novel and popular souvenir
for the holidays or any special occasion. Combined with holly this
leaf makes a very satisfactory souvenir. Dozen, 25c; 100, $2.50. Spe-
cial low rates per 1,000.

Dozen

Hundred

$1.50

$11.00

2.25

15.00

3.50

25.00

3.00

20.00

3.00

20.00

Holly for Christmas

Dozen

Hundred

$1.00

$ 6.O0

1.25

9.O0

1.50

11.00

1.25

8.00

50 each.

It is none too early to plan your holiday displays and to order the
decorations you will need. You will find our Holly the 'best possible
foliage you can use for your Christmas windows. It is a beautiful
deep green leaf with bright red berries and carries with it the true
Christmas sentiment. Beaven's holly is always selected with the great-
est care.

5 It. box $0.75

IS lb. box $1.25 40 lb. box 3.00

25 lb. box 2.00 60 lb. box 3.50

Beaven's Fadeless Green Moss is an ideal covering for show
window floors. Bags containing 100 sq. ft., price $4.00

We Can Save You Money

By ordering from us, you can save a big proportion on the cost of your decorations or
you can have much more elaborate decorations at the same' cost. Send us your order early,
even if you specify a deferred shipment.

Order from this page — we guarantee all these decorations to
be right and satisfactory — All prices F. O. B. Evergreen, Ala.

E. A. Beaven Co., Evergreen, Ala.

I saw it ill the Scftcinber "Merchants Record" — Page 13

Floor Rugs and Valanccs to Match

A New

Catalog

Now

Ready

A Complete Line of Baskets, Wall Pockets and Draping Stands

Before planning your next
displays you will want
to see this new catalog
which contains many sug-
gestions that you will find
of interest.

If your name is not on our
mailing list, send it to us
today. We are constantly
sending out advertising
matter that will keep you in-
formed as to the newest de-
signs in flowers and every-
thing for the decoration of
vour windows.

You Are Invited

to visit our display room
whenever you may be in
Chicago. Here you will
always find the very
latest ideas in high class
•decorations of all kinds.

L. Baumann & Co. — Flowers

Leading Manufacturers and Importers

357-359 West Chicago Ave.

CHICAGO

/ sa7i< it in tke September "^ferchants Record" — Page 14

The Washingtonian Style Shoe Fixtures

add that touch of art which increases
the appearance of your shoes to your
Prospect.

More and Better Shoes are sold through
proper display.

Send for our latest Shoe Catalogue,
showing William & Mary, and Colonial
Styles.

THE ONLI-WA FIXTURE
DAYTON, OHIO

CO.

LACKNER Ready to
Letter cards — will im-
prove your Fall Dis-
plays.

Every Card is a
work of art.

Write on business
stationery for descrip-
tive booklet.

THE LACKNER CO.

21 WEST PEARL ST.,
CINCINNATI, O.

lft!Z

E. J. BOYLE
& BROS.

Manufacturer
and Jobber

Show Window Fixtures

Back Grounds

Artificial Flowers

Card Writers' Supplies

29 W. BEaryland St.
INDIAN APOI.IS

Pay Big Dividends
In Increased Sales

THE attractive display of mer-
chandise which KAWNEER
Store Fronts make possible in-
creased sales. The results are definite and tangible. The cash register tells the story.

A handsome, modem KAWNEER FRONT makes your store look its part^ ^^.^
as the establishment of a progressive merchant. Buyers like to deal with sue- >/^awneer
cessful stores. Your sales force will take on new pride and enthusiasm, >^^2 From^stre«
they will sell more goods. These are proven facts — the experience of y^ j^jj^g ^jchig^n
more than 100,000 KAWNEER users, who have increased their
sales by means of these scientifically designed store fronts. You
can do the same. Learn how. Simply pin the coupon to
your letterhead.

THE

COM P A N Y

NILES MICHIGAN

/ SU1V it ill the September "Merchants Record" — Page 15

]rjtB«:i[^iici«

WHEN THE DAYS ARE SHORT

AND LATE AFTERNOONS

ARE DARK

You will appreciate

Gives you Daylight on your Counters

s 8

FREE TRIAL OFFER

To responsible merchants we will send one unit
with the privilege of return if for any reason it
does not meet with your approval.

If it doesn't do all we claim, send it back

Complete unit, 22 inches high, ready to install, with silk cord and standard plug,
$12.00 each, f. o. b. Chicago. Canada, $15.00.

I. L. BRADFORD & COMPANY

STORE DISPLAY FIXTURES— SEND FOR LATEST CATALOG
178 W. Jackson Blvd. Room 818, Medinah Bldg., Chicago

:l zW^ ■] a[«] Ti iB^ i I Wilci*

Use Rumbley's Natural and Preserved Evergreens for
Your Fall and Holiday Decorations

Preserved Foliages

Oak Sprays, in Kiccn, brown or red, in cases of
100 sprays, per case $10.00

Beech Sprays, in Kreen, brown or red. In cases
of 100 sprays, per case $10.00

We will be pleased to send samples prepaid at
your request.

Natural Decorative Greens

Wild Smilax, standard cases, 50 lbs., case $4.50

Magnolia Foliage, standard cases, 60 lbs., case . . 4.50

Needle Pines, assorted sizes, per doz 1.50

Needle Pine, assorted sizes, per 100 8.00

Palm Crowns, per doz 2.50

Palm Leaves, per 100 4.00

Florida Gray Moss, 25-lb. bag 2.50

Natural Sheet Moss, 10-lb. bag 2.50

Sheet Moss, dyed green, 10-lb. bag 4.00

All prices F. O. B. Evergreen, Ala.
Quality and Prompt Shipments Guaranteed.
Book Your Orders.

Let us

The Rumbley Co., Evergreen, Ala.

/ saw it ill llic Si'l'tciitbcr "Mciihaiits Record" — Page i6

Here's Something New for
Display Managers and Showcard Writers

So many requests reach me asking for instruction in showcard writing, that I have de-
cided to issue on the first of each month a series of heart to heart talks on this topic. These
will include a showcard in color, with some peculiar or striking decoration, some alphabets
in full working sizes, an assortment of about one hundred gold initial panels for showcard
decoration and an educational talk of merit. The October Talk — the first one — will be
ready for mailing about September twentieth. The price, one dollar and worth it.

A New Issue of

Hess' Famous Gold Initial Panels for Showcard Decoration

Hundreds of card writers said these panels were worth a dollar. An assortment of
about a hundred will be sent you, prepaid in mailing tube for fifty cents. Money back if
desired.

Lessons in Hess' Inimitable Pen Lettering

In response to many inquiries I will give practical instruction in pen lettering to a lim-
ited number of students at one dollar a lesson. Money back if not satisfied.

Hess' Portfolio of Pen Alphabets Hess* Border Ruling Gauge

Closing out about one hundred copies at the old For Ruling Margins on signs — 4 sizes, ^ to 1

price of one dollar. The booklet of information inch, the set of four, one dollar. The first and

contains the only instruction ever offered about only practical border ruling device made. Lasts

preparing inks, etc. forever.

The Old Favorite "German" Music Pens Brandauer Text Pens

(Made in England) (Superior to Soennecken for showcard writing)

Same old price, 35c a dozen. A hot favorite. 15c the dozen.

Hess' Hand Decorated Holly Cards for Christmas windows — Best on Earth — Make
Reservations Now. Hess' Printed Holly Cards for Store Signs — Unequaled in Price and
Quality.

Special Offer

If you want to see the beautiful effect produced by the use of a Hess Hand Colored Initial Panel
and an example of my pen lettering, I will send you a seven by eleven inch specimen for five two-
cent stamps.

I would like the address of every display manager and showcard writer and the name of the firm
by whom employed as I will have something new and novel to offer before long.

G. Wallace Hess

Suite 1524 North American Building

36 SOUTH STATE STREET CHICAGO

No orders filled from this ad before September 20 th.

I saw it ill the September "Merchants Record" — Page 17

liu^Myii

You have watched the rapid
growth of popularity of "Pe-
riod" Wood Fixtures. They
are delicately refined and form
an effective setting for your
merchandise not approached
by any other kind of display
equipment. They are fur-
nished not alone as pedestals,
plateaus, gown stands, mil-
linery and shoe stands, etc.,
but also for standards and
mountings for blouse and cos-
tume forms. They are made
in various designs in both
plain and decorated. Catalog
"L" tells all about them. Catalog "E" shows the
metal fixtures, racks, hangers, etc. Catalog "GF"
illustrates the beautiful glass line. Ask for cir-
cular (in actual colors) of Window Rugs. Write
for samples of Window Valances. An immense
stock on hand for immediate delivery.

Samples Window Plushes upon request.

THE HECHT FIXTURE CO.

Medin2dh Bldg., Chicago

Wells St. & .I.ickson Blvd.

NEW YOBK SHOW BOOM:

65-67 East 12th
Bet. Broadway and 4t]i Ave.

Getting More Sales

Out of the Rent

that You Pay

PITTSBURGH

The Standard Show Window

REFLECTORS

Your rent is based on the value
of your show v^rindows — can not
these windows be made to pro-
duce greater sales?

The cost of proper window
illumination is but a mite com-
pared to the annual sum which
you are now paying for window
space. Get the utmost out of this
show window rent.
Pittsburgh Reflectors are scien-
tifically designed to produce
maximum PROPER lighting ef-
ficiency; one-piece, crystal glass,
silver plated. They mean bright-
er, better, more attractive show
windows, greater sales power.

Let us help you make your
store "the bright store."
Pittsburgh Reflectors give
you more, cost you less, pay
you best.

Write, ivire or telephone.

Pittsburgh Reflector
& Illuminating Co.

PITTSBURGH, PA.

Chicago Oflice
565 W. Washington St.

San Francisco Office
75 New Monttromery St.

/ sa-u it in the September "Merchants Record" — Pape l8

THESE 2 BOOKS ARE
NOW READY TO SHIP

The entire stock of the above books was destroyed by
fire early in the year and it is possible now to announce
newly printed editions of two books, namely "Show
Window Backgrounds" and '^Successful Retail Ad-
vertising. " The book entitled ''The Koester School
Book of Draping" will be ready for distribution shortly.

Show Window
Backgrounds

By GEORGE J. COWAN

President of the Koester School of Window Trimming,

and Editor of "Window Trimming Monthly"

of the Reporter.

Every background design is drawn in
svich a way that any one can follow out
the idea the same as a carpenter does his
work from blue prints. Every detail is
fully illustrated and fully described with
complete text matter.

This book is 7x10 inches in sise, strongly bound in de luxe
silk cover with handsome art design. Over 250 pages
7nd about 200 illustrations.

Price $2.50

Successful

Retail Advertising

This large book (one of the largest Ad-
vertising books published) of nearly 500
pages is devoted exclusively to the subject
of Retail Advertising. Other books are of
little value to merchants because they treat
on general advertising, having to do with
Advertising Agencies, National Advertising
for Manufacturer and Jobbers, etc. What
you want is a book designed for your use —
and this is what we give you.

Price $3.00

Books are sent postage prepaid. Remittance must accompany all orders.

FOR SALE BY

THE MERCHANTS RECORD CO. 5707 West Lake St., CHICAGO

I .lazv 't in the Set'tember "Merchants Record" — Page 19

Now, As Never Before, Is There An Acute
Necessity for Better Merchandising

OUR progressive Southern neighbors recognize it — not

from the Spanish edition of the Welch- Wilmarth Methc

merchant will admit he is lagging behind South Ameir

Merchandising has not been much of a problem the p;

erous profits the rule. ^

But buying habits are changing now. The public is getting more critical, demanding more value. The free ^

spender of yesterday is the cautious buyer of today.

All of which means that the business of merchandising

to come. And the Welch-Wilmarth Service Departmei

heretofore impossible to obtain from one single sourc t

)te evidences in the reproduction above of typical pages
lod in Merchandising catalog — and what real American
^rica in his merchandising tools and methods?
last few years — buying was brisk — prices high — and gen-

is going to call for a high order of brains in the period
!nt is prepared to furnish this — in degree and quality
: e. May we send details?

Welch-Wilmarth Companies

Chicago
Pittsburgh

Grand Rapids, Michigan

Boston

BRANCH OFFICES:
St. Louis New York

Minneapolis

Philadelphia
Salt Lake City

pii

/ satv it ill tlic September "Merchants Record" — Page io

MERCHANTS RECORD
and SHOW WINDOW

VOLUME XLVII
NUMBER 3

SEPTEMBER, 1920

Sin^e Copies
Thirty-five Cents

Analysis of Successful Merchandising

Success in business attained through constant application of energies
— Obstinacy, selfishness and ne^li^ence can not be tolerated in pro-
gressive and successful organization — Necessary for department
heads to co-operate — Welcome suggestions and constructive criticisms.

By Raymond T. Whitnah

SUCCESSFUL merchandising- means success. It
is not attained over night, but comes with con-
^tant research and diligence on tlie part of the
merchant and his entire force. There is but one
door through which any organization or institution
can pass before it has started on its road to suc-
cess, and that door is signified by co-operation;
co-operation on the part of every employe as well
as the merchant himself. This article is not di-
rected to the display man in general, but to the
merchant, his advertising man, his merchandise man
as wxll, for obstinacy dwells not only with one, but
another, and selfishness crops out in all alike, while
negligence feels its way into the system of the iner-
chant as well as the check boy whom he employs.

With this corps of men co-operating, extending
their services and brains to the institution with
whom they are associated success is inevitable.
What then are the main reasons for failing to get
co-operation? In answer we find obstinacy, selfish-
ness, and negligence.

Each of these heads must give and take to some
extent for no two think or act the same on all ques-
tions. Any one of these may think that he is right,
and carry his opinion to such an extent that it be-
comes pure obstinacy. Many instances of this kind
might be cited but it is unnecessary since we
have experienced such occasions. Selfishness is
particularly true between advertising men and dis-
play managers, some no doubt being narrow minded
enough to believe that with their efforts their con-
cern could thrive without that of the other. No
matter how clever an advertisement or display win-

dow may be, it cannot reach the strength or pulling
power without the co-operation of the other factor.
Negligence is perhaps the most detrimental of the
three for it breeds loss of confidence, depreciates
valued efficiency, causes selfishness and obstinacy,
and breaks into the harmony of the smooth running
co-operation.

The merchant, the merchandising man, the ad-
vertising man, and the display man each has his
place in the sphere of retail merchandising. In the
smaller store the merchant may be the merchandise
man as well, while the advertising man and the
display man are one ; nevertheless each has a duty
to fill and wdiether it be under four distinct heads,
or three, or two, the goal of co-operation should
never be lost to sight whether it be matters trivial
or of great importance. Weigh the matters care-
fully, see it in as many lights as possible, give the
other point of view some consideration, heed sug-
gestions, for many undertakings have become suc-
cessful through a tip from the outside.

As long as the merchant lends an ear to sug-
gestion, he keeps the confidence of his subordinates;
as long as the merchandise man, the advertising
man and the display man co-operate in their duties
they are building a foundation for successful mer-
chandising and in turn success for themselves.

Get away from the old idea that the concern can
not run without you, for there are other' men who
are just as talented and just as enterprising, and its
not a matter of getting along with or without you,
but all of us putting our shoulder to the wheel and
exerting every efifort toward co-operation.

Copyright, 1920, hy the Merchants Record Co., Chicago— Permission is necessary for reprinting Jon^ extracts or reproducing enSravin^s: hut editors are welcome to
use not xaore than one-third of any article provided credit is ^iven at he^innin^ or ai. .md. thus — "From the Merchants Record and Show Window, Chicago."

2a,

Modernizing the Stove Front

A few valuable hints for merchants contemplating building or

remodeling — The value of display space— Avoid narrow aisles

and cheap floors — Li^htin^ system of ^reat importance.

By Ellsworth H. Bates

DUE to the labor conditions and the shortage
of building materials experienced during the
great world war a cessation of building and
remodeling activities became necessary. Today, as
that dark cloud is disappearing over the horizon and
the supply of materials is more certain, the thoughts
of the management of many stores will turn to re-
building, remodeling or enlarging their display
space.

Whether adding additional frontage or merely re-
modeling the old front, it would be well that the
problem of more display space should be solved
by making a thorough study of the arcade idea, or
a double set of windows with an aisle between. It
will readily be seen that an arrangement of this
kind will allow the display of more than twice the
amount of merchandise in an arcade front than the

same frontage with ordinary windows, and the in-
crease in sales therefrom in a like ratio.

Some merchants will oppose the arcade front
plan on account of the loss of floor space within
the store, and there are many others who will
vouch that the value of floor space is about one-
half that of display space.

This article is written with the desire to assist tho
assist those who are contemplating installing
new windows or studying this plan of pro-
cedure. Many mistakes can
front construction and the
emphasize that the greatest
in trying to conserve by
terials, etc. Trying to save a few hundreds or
a thousand dollars by doing the job cheaply and
using cheap materials or labor and the hiring of
cheap, fogy or inexperienced architects to plan
vour front are methods of g^reat waste.

be made in store

v/riter wishes to

mistakes are made

cheap

usms:

ma-

Plan of New Arcade Front of C. W. Klemm, Inc., Store, BL00^fINGTON, Illinois

View of C. W. Klemm, Inc., Front, Bloomington, Illinois. Display by Ellsworth H. Bates

The store front has been called the eyes of the
store, and a cheap, poorly constructed, poorly
planned front is like sore eyes — unpleasant to look
upon, and a rather poor investment.

In some cases the remodeling may be confined to
the windows, providing the upper construction is
uniform and of favorable design and materials. If
there is antique patchwork or old-fashioned con-
struction above the show windows, it will increase
the value of the investment by changing the whole
front at the one time.

To shorten this article and to emphasize a few
details that are often overlooked, the writer is go-
ing to resort to a few don't which may be of value
to those contemplating remodeling on the arcade
plan.

Don't start the remodeling without studying oth-
er fronts of the character that you wish to use.

Don't fail to study the effectiveness of the
Marquise entrance idea and the metal and glass awn-
ing; either of these features will add individuality
to your front.

Don't make the back arcade windows too shal-
low, six or seven feet are necessary ; a five-foot
window will lessen the number of unit trims, the
amount of merchandise that can be shown in each
unit, and the effectiveness of the displays in general.

Don't make the aisle or passage between the front
and back windows less than six feet, or a baby car-
riage standing on one side and a customer stopped
and studying a display on the other side will tie
up the traffic and annoy the public. You will be
wise to make this aisle spacious.

Don't lay a cheap floor in the aisle. Fancy tile is
preferable.

Don't use woodwork for the mopboard in the
aisie or on the street. Marble is the best and cheap-
est in the long run, always neat; the wood always
looks dirty and requires frequent repainting.

Don't put a cheap flooring in your show win-
dows. A high grade oak or fancy wood parquet floor

with inlaid border is advisable, as it does not re-
quire a complete covering from season to season.

Don't be deceived on your lighting system. This
is perhaps the most important problem to be con-
fronted and will require your closest attention and
study. After you have decided on the best light-
ing system to use, send blue prints to the manufac-
turer whose product you have chosen, and their
engineers or lighting specialists will give exact
scientific estimates on the number of lights required
for the utmost efificiency, etc. They will also give
you detail plans for the spacing, installation and like
information. Endeavor to have the lights con-
cealed from the view of the passerby and, if pos-
sible, have them set in the ceiling.

Don't install sprinkling system below the ceiling.
Reverted heads and concealed pipes are preferable.

Don't use inferior copper or brass construction
and ventilating systems. The best makes are the
cheapest ; refuse brands that have the putty filled
corner uprights, as these will leak putty and oil
for a period of two years.

Don't build entrances so low that a plate glass
cannot be carried thi-ough in an upright position
should replacement become necessary in the back
windows.

Don't overlook the placing of the doors in island
and back windows. The display man's ideas should
be followed in this. A long island or back window
with only one entrance will prove unsatisfactory,
especially if that entrance be at one end.

Don't use small plate glass or low backgrounds.
Note the effectiveness of merchandise displayed in
windows with larger proportions.

If a transom construction is used chipped glass
panels with border design above the transom are
very effective.

Don't overlook the fact that the job may be done
without the transom by running the plate glass to
the top without the transom bar. This plan will
make a very imposing front, and will allow the

Department Entrance in Store

O. X. Mache, Lincoln, Nebraska. Display by Carl P'ritzler

building down from the ceiling line sufficiently to
thoroughly conceal the lights and a thorough dis-
tribution of light will be thrown on the valance.

Don't forget that there are manufacturing com-
panies who can build your backgrounds for you in
a most efficient and satisfactory manner, and who
can give you sketches of backgrounds in any period
design, wood finish or enamel effects. This contract
may be let separately and the backgrounds can be
sent finished ready for installation by their own
workmen. This may prove to be a time saver. The
manufacturers referred to also make complete lines
of wood fixtures, and by ordering display fixtures
of them a perfect match can be obtained if so de-
sired.

Don't give an order for mahogany or any equally
dark wood for back arcade windows unless you
figure to keep them well lighted from your arti-
ficial source light even on a bright day.

Don't forget the floor plug^s and ceiling plugs for
temporary lighting eft'ects.

Don't leave posts in windows if they can possibly
be eliminated by heavy beam and bridge construc-
tion.

Don't begin the planning until you have studied
fronts of the arcade plan and conferred with men
Avho have had extensive experience in this style of
front. Their advice will help you perfect the job,
and, who knows, yours may be a masterpiece.

The writer wishes to explain here that previous
to the remodeling of the front of the C. W. Klemm,
Inc., Bloomington, 111., two windows and a
small case were found to be quite insufficient to dis-
play the many lines of merchandise -that should be
shown in a city where window competition is keen.
An opportunity presented itself whereby the man-
agement received a five-year lease on an adjoining
building and with this twenty-five feet additional
window space the remodeling question was solved
by the argument that the investment might not
prove a paying one unless still more display space
could be realized through the arcade front plan.

Conservation was resorted to in face of this fact
and also that it was during the period of the world
war, the outcome of which was at that time uncer-
tain, but the increased sales, due to the greatly in-
creased display space, have been very gratifying.

^3^

Egyptian Decoration and Ornament

Art and architecture of E^ypt purely original in style,
drawing inspirations directly from nature— Egyptian
ornament classified in three divisions — constructive, rep-
resentative, decorative — Conventional use of color — Arch-
itectural and decorative features.
B 1^=0 □ <=^ □

By Henry S ha''' rod

THE more ancient the monument, the more per-
fect the art, is a singularity of the buildings
of Egypt. All that we see shows Egyptian
art in the state of decadence.

Buildings erected two thousand years before
the Christian era are taken from ruins still older and
more perfect. We are thus carried back to an age
too remote for us to discover any trace of its -origin.
We can trace in direct sequence the Greek, Roman
and Byzantine, with its offshoots, the Arabian, the
Mooresque and the Gothic, to this parental trunk.
We can only believe that the art and architecture of
Egypt is a purely orig'inal style which grew with the
advance of these people from their savage state, in
Central Africa, and passed through countless years
to the acme of perfection into the state of decline in
which we see it. While this state is doubtless in-
ferior to what preceded it is far better than all that
has followed after. The Egyptians are inferior only
to themselves.

In every other style Ave can trace a rapid growth
from infancy built on some by-gone period to its
highest point when the foreign influence was dis-
carded to a period of decadence feeding on its own
elements. In the Egyptian we find no such trace

and can only believe that they drew their inspira-
tion directly from nature. We are strengthened in
this belief when we study the ornamental structure
of the Egyptians. The types are few and natural,
the representation but slightly removed from the
type.

The Lotus and Papyrus that grow on the banks
of their sacred river, symbolizing food for body
and mind — feathers of birds which were borne be-
fore kings to designate royalty — the palm branch
with twisted cord for stems — these were the few
types with which these people decorated their tem-
])les, their homes and palaces, their clothing and
even the wooden spoon which fed them — to the boat
which carried their similarly adorned and embalmed
bodies across the river to their final resting place
in the valley of the dead.

They followed these types in a manner so nearly
like their natural form that they could but observe
the same laws that the works of nature always show.
We find however, that conventionalized as this is,
it is ever true of their art. We are never shocked by
a violation of nature's principles. On the other
hand they never destroy the consistency of the rep-
resentation by a slavish imitation of the pattern.

Display by Henry Sherrod, Display AiAN.\GER, Stewart D. G. Co., Louisville, Kentucky

A Lotus carved in stone to form a graceful
capital or panel on the wall as an offering to their
duties was ever a conventionalized representation.
In every instance it was best adapted for the pur-
pose it had to fill, sufficiently resembling the type
to call forth in a beholder the poetic thought which
it was intended to give without shocking his feeling
of consistency.

Egyptian ornament was of three kinds — Con-
structive— Representative — Decorative. In all cases
it was symbolic and as shown before, formed on a
few types which were but slightly changed during
the entire period of Egyptian civilization.

Of the first, constructive ornament, is the en-
richment of the means of support and the crowning
members of the walls. The column comparatively
a few feet high, or forty or sixty feet, was an en-
larged papyrus, the base representing the roots, the
shaft, the stalk and the capital, the full bloom flower
surrounded by a boquet of small flowers tied to-
gether by bands.

It is easily imagined that the custom of the
Egyptians in early time was to decorate the wooden
pillars of their first temples with native flowers
tied around them and this custom continued when
their art took on the more permanent form of stone.
These forms once sacred, religious laws forebade a
change. In fact Ave find this holds in all their mani-
festations or art.

The shafts of the Egyptian column when cir-
cular, were made to retain the idea, triangular shape,
of the papyrus by throe raised lines which divided
the circumference into three equal portions. The
cornice of an Egyptian building was decorated with
feathers which appears to have been an emblem of
sovereignty: in the centre was the winged globe,
emblem of divinity.

Hie second kind of Egyptian ornament results
from the conventional representation of actual
things on the walls of the temples and tombs and
here again is shown in the offerings to the gods or
of the various articles in daily use in their paintings
of actual scenes in their domestic life. Everything
is portrayed not as a reality but as an idealization.
It is at the same time the record of an actual fact as
well as a decoration. Even their heirogliphics ex-
plaining the pictures are placed in a symmetrical
manner to heighten the general effect.

The third kind of Egyptian ornament, that which
is simply decorative, doubtless had its own laws and
reason for application. The variety of forms pro-
duced by the few sample types is really remarkable.

The early necessity for plating straw or bark
of trees for the making of clothing, the covering of
their rude dwellings or the ground on which they
reposed, gave rise at first for the use of straws and
bark of natural color to be replaced later by dyes
which gave the first idea not only of ornament but

Si'ixiAi. Display by John L. Stark for H. Liebe.s & Company. Portlanu. Orecon

I. A. D. M. Sweepstakes Entry of Walter E. Zemixzsch, Famous & Barr Company, St. Louis, Missouri

general geometrical arrangement. The forming of
patterns by equal division of similar lines by weav-
ing gave to the growing people their first notion of
euphonious arrangements and the proper distribu-
tion of masses.

The Egyptians in their decoration of large sur-
faces never appear to have gone beyond a geometri-
cal arrangement. Flowing, graceful lines are very
rare, though the beginning of even this mode of
decoration, the volute form, exists in their rope
ornament.

The language in which this art reveals itself to

us may be formal and stiff but the ideas and teach-
ings it gives us are of the soundest.

As we study other styles and times, we shall see
that they approach perfection just as far as they
followed in common with the Egyptians, the true
i:)rinciple to be seen in every flower that grows.

The architecture of Egypt is thoroughly poly-
chromatic— they painted everything. They dealt
in flat tints and used neither shade nor shadows.
They found no difficulty however, in poetically con-
\cying to the mind the identity of the object or
thing they wished to represent.

Display by J. B. Schooler for Davidson Bros. Company, Sioux City, Iowa

Essentials in Display in

erie

Displaying of undergarments calls for skill and tact —
Principles to govern showings of merchandise of this na-
ture to he rigidly observed — Combinations to be avoided —
How to prepare muslins for display — Wax figures appro-
priately employed.

Ei[^=oa<>:^]a

FREQUENTLY, in conjunction with a showing
of corsets or filmy undergarments, is a silk
skirt or two used as an accessory to the group.
Very often also, is the skirt utilized to cover a
pedestal or stand, and in this respect if properly
handled, serves also to take away the bareness of
this display, and therefore forms a practical em-
bellishment. The use of the skirt in such a point
is determined mostly according to its nature, and
must be so utilized as to bring out all the beauties
of the individual piece while at the same time main-
tain the gracefulness of the general display.

Too often do display men place a skirt over a
table as if it were a covering, and follow the
general scheme by placing a corseted form on the
center of table This is poor form and instead of

lending grace is inA^ariably bound to stiffen the
general showing. Only silk skirts should be shown
in conjunction or as accessories to a corset display.
The same rule should apply to the combination of
corsets and other lingeries. Knit material should
not be shown in conjunction with a corset display,
and, further, knit goods and muslin, or knit goods
and silks should be avoided as a combination.

It is a generally accepted fact that underwear
being of two kinds of materials presents funda-
mental rules applicable to each individual character
of merchandise. Muslin underwear on account of
its usual trimmings of embroideries, laces and rib-
bons ofifers a greater medium for attractiveness and
beauty than does the knit — though it must not be
assumed that knit underwear cannot be displayed

LiNCKRiii Di.spLAv BY Carl W. .'Klu.uorii I'OR Ukiox Clothing Co., Columbus, Ohio
' 28

Silk Lingerie Showing by Clarence E. Duff for The Leader Store, Marietta, Ohio

in excellent units presenting most attractive and
pleasing effects. However, display men have long
since agreed that it is a violation of good taste to
utilize muslin and knit underwear in the same dis-
play.

Care should be exercised in the preparation of
muslins before displaying as in most cases this
merchandise is received from the manufacturer
folded and pinned and frequently padded with vari-
ous colored tissue paper. These paddings are often
in colors best suited to bring out the design on
merchandise, but not always suitable for or in
harmony with the general color scheme as evidenced
through the window setting. It is in repadding
with desired colors that one should be careful so as
to avoid the uneveness and wrinkles so likely to
result, from poor or careless workmanship. If
garments are to be shown folded see that they are
pinned securely and free from wrinkles. Much skill
is necessary in making a compelling and attractive
display of muslin underwear, and because of the
flimsy characteristic of the material too often does
a result effect itself in a meaningless conglomera-
tion of merchandise with garments impossible of
distinction. As in other types of merchandise
underwear should be exhibited in such a manner as
to bring out its characteristic lines.

High-grade muslin underwear should be shown
gracefully in an unconventional arrangement, and
is best presented in groups. Glass shelves and
pedestals of various heights are popular fixtures in
the showing of undergarments while stands and

cross pieces are practically indispensible. If the
boudoir arrangement is employed there should be
the proper employment of furniture, such as dress-
ing table, chiffonier and chairs. A wax figure or
two in this setting is most appropriate and resultful.

In the first illustration we see an excellent
lingerie display in connection with the boudoir set-
ting and its impressiveness is striking. This rather
elaborate setting was made by Carl W. Ahlroth
for the Union Clothing Company, Columbus, Ohio,
and proved a most attractive and profitable display.
In addition to the use of full-form figures metal
stands were most cleverly advantageously em-
ployed. It is interesting to note the cleverness of
the display man as evidenced through the pleasing
method through which the bases of stands were
covered. Another interesting point is the draping
of a beautiful silk garment over the lower cross
piece of chair. Cretonne was most appropriately
used here while the wood-work and furniture pieces
were finished in ivory.

The second illustration presents an entirely dif-
ferent style of treatment and fixtures. The back-
ground was in panel effect in deep buff at the bot-
tom shading gradually to a light yellow at the top
with stippled effect in colors of brown, yellow, red,
dark and light blue. The architectural design, or
frames, were in a royal blue with touches of gold.
The center panel presented a fall scene over which
grape vines in autumn colors entwined around the
trellis effect. Silk cords in yellow and gold finished
the rich, colorful background. The floor was of com-

position board squares of light and dark brown
with a deep brown centerpiece. The stands making
up the end units were finished in blue and gold to
harmonize with the background. Just in front of
the scenic painting and to the right of the center
was a large French basket finished in gold, and on
a gold stand filled with fall flowers. In the center
was an ivory bedroom chair, over which was draped
a gown. Enameled waist forms were used to good
advantage in this display in bringing out the dainti-
ness and handiwork of the various garments. All
under garments were in flesh tint. Hosiery, toilet
water and unique bottles of perfume were appropri-
ate accessories and added to the general efl^ect. Tall
arched metal stands and small T stands covered
with flesh color silk were used. This display was
recently arranged by Clarence E. Duff for The
Leader Store, Marietta, Ohio.

Display Masterpiece

ALLYN DEAN, display manager for the Cres-
cent store, Spokane, is credited with the most
beautiful display ever built in the Northwest. Re-
cently, while thousands of visitors were in the city,
Mr. Dean put on a display that was a center of at-
traction. Spectators stood entranced; one woman
confessed to coming back after looking at the dis-
play two hours. The entrance doors were removed

and plate glass set in so that the entire arcade was
in full view. A veritible oriental palace was erected.
At the back of the arcade a drop curtain was hung
showing a Turkish conservatory with a fountain in
front. Leading to the drop curtain were ten pillars
on each side, hung with oriental rugs and tapestries.
Because the display was of rich Oriental furnish-
ings, it was necessary to provide skillful lighting.
The entire lighting system of the arcade was re-
moved and in its place were hung Oriental lamps.
Search lights were placed along the sides at various
angles so that every part of the arcade was brilliant-
ly lighted and the lights were of such color as to
bring out the richness of the color scheme. Two
searchlights at the front of the store were directed
on the back ground.

Beautiful palms and vines, rare paintings, odd
bits of Oriental bric-a-brac and cases were installed
and fine pieces of furniture were arranged through
the long salon. Figures in natural attitudes re-
posed on the lounges or stood as though conversing,
and gave the touch of life to the scene. The display
was a masterpiece in originality, mechanical skill,
and display work.

The next big displays which Mr. Dean will fea-
ture and which are being looked forward to are the
Chinese Prayer Garden, and Christmas morning
scene.

iiiiiMiiKiiiiuimiiiiiiiiimiiiiimiioiiii

Oriental Display by Allyn Dean for The Crescent, Spokane, Washington

Period Furniture Windows

Good home furnishing displays needed — The power
of genuine home settings portrayed through windows
creates strong appeal to home-loving public and in this
way brings the shop to the home — An Italian setting

By Paul F. Lupo

IN the art of window-display work there is an
evident lack of effort on the part of display
artists to make strong efforts towards home
settings in window displays. Through constant ob-
servation I have noticed that the average depart-
ment store selling home furnishings makes very lit-
tle effort towards proper home interior displays
with selling punch to them. This is also true of
many furniture stores.

A great many furniture stores neglect back
grounds to their display; consequently, the window
display is part of the store display. This neglect,
of course, is not because the window artist lacks
ideas about home making, which he desires to con-
vey to the mind of the passerby, nor can it be that
the business of selling home furnishings is so unim-
portant that the merchant considers it unprofitable
to pay close attention to the matter of telling the
public of the service his organization can render
the home-maker.

The great possibilities that exist in a home-

furnishing store to attract the eyes of the public,
and to educate them to better homes are phenome-
nal. I state this with all sincerity. Both merch-
ant and window men should make every possible
effort towards presenting correct living-rooms, din-
ing-rooms, bedrooms, boudoirs, dressing rooms,
breakfast rooms, kitchen, hall, sun parlor, porches,
gardens, etc. These displays should be carefully
planned in detail as to atmosphere, balance relation-
ship of one article to another, color harmony that
will please the most exacting person. In other
words, home displays should be arranged to meet
the approval of every passerby. One should not
work to his own personal taste, as that may be lim-
ited as to general expressions.

The principal objectives that one must keep in
mind are that the window home-settings must por-
tray an inviting atmosphere, warm, real, friendly,
and sincere, even when a room is empty of the per-
sons who live there. A window look-in must be
alluring, perhaps more because the sense of intru-

DiNiNG Room Display by Paul Lupo, Barkeu Bros., Los Angeles. Cai.ifornma

sion is lacking; the very walls must sing with a
spirit of being lived in.

Having touched upon the main subjects of im-
portance, I will mention now the period settings.

One particular point I want to mention is that it
is of utmost importance for the window man to
study period interiors, general interior construction,
painting, glazing, high-lighting, polychrome color-
ing, antiquing in general, draperies, fabrics, uphol-
stery material. One must be a designer to create
ideas that are purely interior decorative ideas. One
should study the five architectural orders that as-
sist materially in planning.

Under my own personal direction for each home
setting change, we draw up floor plans for placing
our furniture in units, in order to leave proper lay-
out, and assistants can follow out plans leaving
special items of importance such as draperies, pil-
low, bric-a-brac, piano drapes, scarfs, flowers, etc.,
colors of same for proper distribution in care of the
Display Director.

For instance in arranging an Italian Rennaisance
display, the first thing to consider is the rug. This
should be of a very fine shinnel of taupe color,
possibly a blue border, or all plain. It is of great im-
portance to leave the floor quiet or should I say,

neutral. The border of the floor should be either
parquette or of Italian carara marble in 10 x 15 inch
slabs. The marble should be an excellent camou-
flage or it will look bad and spoil it all. Marble ef-
fect should be soft gray. This marble effect is done
on composition board, laid down in large sheets 4 x 10,
12 or 14 feet long to suit your window. The walls
could be of Caen stone efifect slabs, stippled heavy
and in Caen stone color.

V/all backgrounds should be constructed to meet
the measurements of the furniture. If, for instance
it is a dining room, backgrounds should be planned
to set off the sideboard, serving table, china cabinet.
A dining room should give that air of formality
when needed, refined, inviting, dignified. Italian
floral painting should be evident on portraits, the
sideboard heavily carved, large pholychrome col-
ored fruit bowl containing fruit, real or artificial,
should be present. Sideboard scarfs, table scarfs of
Italian filet or heav}^ embroidered gilt scarfs with
applique design such as used in Italy are proper.
Italian candelabra on sideboard or server, large twin
vases on sideboard, or ca)ide!abra, either is appro-
priate. Hand wrought iron objects should play a
prominent part, such as floor lamps of wrought iron,
polychrome with parchment shade painted.

An English and Itai.i.xn Skttinc, i?y Paiii. Lupo, Barker Bro.s., Los .\nceles, California

Living Room Wall Arrangement by Paul Lupo, Barker Bros., Los Angeles, California

Dining room chairs should be upholstered in a
daring cardinal red Frecsett tapestry or a blue delft
vclour. Then there are the paintings for the walls
in frames and beautiful portieres, lamp shades, win-
dow drapes, pillows, bedspread, canopies, telephone
screens, folding screens, china, patterns. All of the
above are made for the windows and between the mo-
tion picture people and the public we sell the entire
display furniture and accessories, because we plan
them with the idea to get results.

Now to get back to where we left ofif covering
dining room chairs — for instance, if blue is put on
chair we match that to the blue border on the taupe
rug. Portieres also match the chairs or rug. Same
blue and other colors are worked out en candelabra
shields, lamp shades, scarfs, and to relieve the
monotony of too much blue, we would use antique
red vases, red dahlias, dark color dinner ware with
dark red design and oil paintings to correspond
with color scheme. Silverware service for side-

board, tea wagon, server table, etc. This same
scheming applies to living rooms, bed rooms, break-
fast rooms. It is an endless chain of ideas worked
out to keep windows fresh with new designs in
period furnishings, and the never ending style
changes of window drapes, portieres, valances, etc.
Color schemes are worked out continuously, and
there is no opportunity to get tired of creating.
This kind of work should be a joy and happiness
to one, because there lies your success in your ef-
forts : to love your work.

One word in regard to types of furniture. I was
speaking of Italian Rennaissance. As we all know,
Italian castles and residences are all of heavy con-
struction, therefore, heavy construction type of
furniture was designed to balance with the dwell-
ing; so when making a setting of Italian style, one
should keep in mind to balance all accessories for
that room to meet desired results of balance and
relationship.

cMe^chants Record
and Show Window

An Illustrated Monthly Journal for Merchants,
Display Managers and Advertising Men

COMBINING

"Harmon's Journal of Window Dressing" - - Established 1893

'The Show Window" Established 1897

"The Window Trimmer and Retail Merchants

Advertiser" Established 1903

"Merchant and Decorator" ... - Established 1905

Published on the Fifth of Every Month hy

TKe MercKants Record. Company

J. F. Nickerson, President and Manager.

Edw. H. Fox, Vice Pres. and Adv. M^r.

James W. Foley, E^tor T. A. Bird, Mfer. Service Dept.

5707 West Lake Street - - Chicago, Illinois

City Office, Room 511, No. 163 West Washington St.

Telephones, Austin 1303 - 1304

EASTERN OFHCE: Suite 5001 Woolworth Building, New York City

Telephone 7363 Barclay

OFFICIAL ORGAN

International Association of Display Men
Kansas Association of Display Men

•*In transmitting photographs see that full postage is prepaid,
otherwise they may go astray. Descriptive matter should NOT be
enclosed with photographs unless full first-class postage is paid. Mark
photographs for identification only, and send description in separate
letter.

•'Contributors of photographs should obtain^ duplicate prints if
desired for their own use, as photographs entered in contest cannot be
returned-

**When ordering change of address, subscribers should give both
OLD AND NEW ADDRESSES to insure proper recording on our
mailing list.

**Copy for advertisements should be in the publisher's hands not
later than 20th of preceding month to insure position in current number.

' Copyrighted hy the Merchants Record Company

September, 1920

Tax Revision to Stimulate Business

THAT brokers anticipate better business follow-
ing favorable action on the proposed tax re-
adjustment is evident from the reports issued from
a number of well known organizations. Paine,
Webber & Co., Chicago brokers say :

"One factor that deserves special attention is
the strong prospect for a readjustment of the federal
tax burdens during the coming year. There is no
doubt that whatever change is made will be fav-
orable and that this will prove to be a great stimulus
in business and financial circles.

"The money market is expected to show im-
provement toward the end of the current year, and
while it may not admit of extensive speculation in
stocks before that time, some substantial market
movements could readily take place on transac-

tions of moderate size, owing to the reduced avail-
able supplies of stocks at the relatively low aver-
age prices.

"With better money conditions, it is reasonable
to expect that the irregular deflation of commodity
prices that has been seen during the past months
will become less prominent and some expansion
and recoveries in business volume should mater-
ialize."

Correct Use of Fla^

CLEMENT KIEFFER, JR., display manager for
C. A. Weed & Co., Buffalo, N. Y., has obtained
from H. H. Meyer, chief bibliographer, Washing-
ton, the following extracts relative to the correct
use of our flag in conjunction with displays :

There is no Federal law now in force pertaining to
the manner of displaying, hanging or saluting the United
States flag or prescribing any ceremonies that should be
observed in connection herewith.

It has been suggested that as far as possible the
hanging of the flag should be restricted to suspending it
from a flag pole, in the regular way, and not to displaying
it otherwise; that for purposes of decoration only the
national colors should be arranged in the form of bunting
and not used in the form of the flag; that if it is neverthe-
less the desire to use the flag for decorative purposes it
should always be hung flat whether on the inside or the
outside of buildings, with the union to the north or east,
so that there will be a general uniformity in the position
of the union of each flag displayed; that the flag should
rarely be displayed in a horizontal position or laid flat;
that under no circumstances should it be hung where it
can easily be contaminated or soiled, or be draped over
chairs or benches to be used for seating purposes, and that
no object or emblem of any kind should be placed above
or upon it.

E. R. Dean at Dayton's

DISPLAY men and merchants throughout the
country will be interested in the announcement
that Edward R. Dean, recently of St. Louis and
Chicago, has been made display manager of the Day-
ton Company, Minneapolis, Minn., succeeding Walter
Nelson, for several years in charge of the display
work of this great institution. In Mr. Dean, the
Dayton Company has secured the services of an
artist of rare capabilities, so frequently manifested
during his many years in display work and which
has placed him among the real greats of the display
profession.

Mr. Dean has been connected with several retail
institutions of great importance, but the Dayton post
finds him with an organization second to none, and
where he will have at his command all the materials
and assistance possible for a store to give. Mr. Dean's
executive ability is one of his most powerful qualities
and big things are predicted of him in his new location.
He began his duties at Dayton's August 16, and on
that day was the honored guest of the Minneapolis
Display Men's Association at lunch.

Opposition to New Display Association

MUCH interest and no small amount of criticism
has manifested itself in display ranks since the
published reports in eastern papers to the effect that
a new display men's association is in the process of
formation. The criticism is directed at the reported
intention of the new body to deprive assistants in
display departments from enjoying the privileges of
immediate membership. Aside from this, display
men see great advantages in the proposed organiza-
tion since it is planned to be a branch of the Inter-
national Association of Display Men, and with such
affiliation could be a tremendous influence in the
eastern territory. However, until the disagreeable
restriction is removed it will hardly meet with ap-
proval from the rank and file of I. A. D. M. mem-
bers.

In an open letter, Homer H. Seay, display man-
^er for Walker Dry Goods Co., Charleston, W. Va.,
who, in addition to being one of the championship
display men of the world, is one of the most influ-
ential and important men of the I. A. D. M., op-
poses the new organization on the grounds that the
restriction of assistants is in violation of the con-
stitution of the I. A. D. M., and any organization
maintaining a constitution prohibiting a display
man employed in the profession three or more years
could not, because of this very fact, be affiliated with
the parent Association. Mr. Seay's letter follows :

If we are to believe reports in daily papers and house or-
gans there is an organization on foot in New York that
threatens the very life of the International Association of
Display Men.

The I. A. D. M. encourages local clubs and state organ-
izations so long as they are affiliated with the parent body.

Now comes a report from New York that there is soon
to be organized what will be known as the "Metropolitan
Display men's Club." The object of this club will be to
organize the display men of the East "from Pennsylvania
to Maine," not as members of the I. A. D. M. but of the
said M. D. M. C.

The by-laws of the I. A. D. M. state that any display
man who has followed the profession for three years, or
more, is eligible to become a member. It is the object of
the M. D. M. C. (as stated in the published reports) to ex-
clude all display men who are not heads of the depart-
ment— or in other words, "at the beginning only display
mangers will be taken in." This is contrary to the policy
of the I. A. D. M. which Association owes what it is to-
day to the "small man," who has worked hard to build up
a creditable organization, an organization which the so-
called "big" men" is now anxious to join.

This article is not written with any feeling of animosity,
as most of the gentlemen mentioned as leaders in the new
organization are personal friends of mine, but I sincerely
believe that if any such organization is formed as is pro-
posed it will be detrimental to our old parent organiza-
tion.

With the splendid set of officers elected for the en-
suing year the old I. A. D. M. should grow as it has never
grown before, and I am sure that every display man will
assist these officers in every way possible to see that it does
grow. Fraternally,

Homer H. Seay.

Our Monthly Contest

MERCHANTS RECORD AND Show Window awards
a beautifully engrossed Diploma of Award each
month for the best photographs submitted. Any dis-
play man is eligible to enter photographs in this com-
petition. Awards for 1920 have been made as follows :

Ellsworth H. Bates, Bloomin^ton. III.

W. C. Grams, Denver, Colorado

F. B. Waldo, Boston, Mass.

J. H. Roy, Quebec, Canada

William H. Richardson, Sidney, Australia

Homer H. Seay, Charleston, W. Va.

John L. Stark, Portland, Ore.

Our Service Department

Please send us any information you may have cover-
ing the subjects checked on the following list:

Store fronts

Outside Show Cases

Show Cases

Clothing Cabinets

Elevators

Store Seating

Lace Racks

Rug Racks

Curtain Racks

Backgrounds, Ornamental..
Backgrounds, Hardwood...

Cash Carriers

Cash Registers

Delivery Wagons

Delivery Trucks

Metal Furniture

Shelving

Wood Display Fixtures....

Write in names of subjects not listed.

Metal Display Fixtures.....

Wax Figures

Papier Mache Forms

Electric Signs

Store Lighting

Window Lighting

Show Case Lighting

Color Matching Lamps....
Papier Mache Decorations.

Artificial Flowers

Card Writer's Supplies

Valances

Soda Fountains

Store Ladders

Air Brushes

Wax Figure Repairs

Floors for Show Windows.

We expect to build (.

Date

Name

Address

.) Remodel ( )

Dimensions of Store.

Cut out and mai4 to Service Department, Merchants
Record Co., 5707 W. Lake St., Chicago.

Di-apin^ Exper-t Featur-es N. Y. Show

Herman Frankenthal drapes two models for Gotham silk buyers
—Twomotion picture companies %et' the "dean" in action — Tells
^reat audience of the value of one-piece draping as the most suc-
cessful way to display silks

A S a feature attraction of the meeting of the Whole-
sale Millinery and Color Card Association of
America, recently held at the Hotel Astor, New York,
Herman Frankenthal display manager for B. Altman &
Company, and recognized authority on the art of one-
piece draping, executed two remarkably clever drapes.
Mr. Frankenthal employed materials of great rich-
ness and beauty, and was assisted by two of New
York's most beautiful models. At the meeting Goth-
am's biggest silk houses presented their best merchan-

Mr. Frankenthal at Work

disc and a more elaborate showing of this character
merchandise has seldom been witnessed. So success-
ful was Mr. Frankenthal in draping his models that
two motion picture companies secured pictures of the
great artist in action, to be shown in conjunction with

current topics and events in motion picture houses
throughout the country. First pictures were presented
in the New York theatres on August 8.

The first illustration shows how Mr. Frankenthal

The Completed Drapes

starts the work of draping his model while the second
photograph shows the completed work. One dress
was made of blue silk trimmed with silver lace, and
the other was pink silk with gold lace trimmings.

Mr. Frankenthal was one of the star demonstrators
at the recent I. \. D. M. convention, held in Detroit,
during which time he executed several exquisite
drapes, at the same time lecturing most interestingly
on the subject of one-piece draping and the value of
form draping as the best way in which to display silk
and fabrics.

Annual Prize Display Contest

Merchants Record and Show Window Contest for 1920-21 opens
— Twenty-one valuable prizes including beautiful silver loving
cup, ten ^old medals, ten diplomas of merit and a number
of awards for special excellence — All display men eligible.

The Annual Prize Contests that have been conducted
for many years by this journal are recognized by all as
the most important competitions in the window displaying
world. They are competed in by representative window dec-
orators not only of America but many other countries.
To wear one of the medals or to possess a diploma of
award given by the Merchants Record and Show Win-
dow is a distinction of which any display man may feel
justly proud. It stands for the highest honor he can at-
tain and is a permanent and practical testimonial to his
skill. It means that his work has been passed upon by
the most expert judges who can be found, in comparison
with the work of the leading decorators, and has been
awarded honors for superiority.

Merchants Record and Show Window medals are as
handsome as can be designed by the most competent sculp-
tors and are of exclusive design that are made especially
for this purpose. Aside from the honor they stand for,
they represent the highest artistic value. The Diplomas of
Award are hand engraved on the finest parchment, of un-
usual beauty of design and workmanship.

Every display man who has good windows and knows
how to decorate them, owes it to himself to enter this con-
test. The fact that he is competing in an event of this kind
will spur him to added effort and will cause him to do bet-
ter work. It will make him more careful and a better
decorator generally.

Because one is employed by a smaller store is no rea-
son for not entering the Merchants Record and Show
Window Annual Contest. In years past many prizes have
been won by window decorators in comparatively small
towns. It is the work that is judged, not the name of the
display man, nor the size of the store. Read the conditions
below and send in photographs of your windows — your
chance to win is probably greater than that of many others
who will compete.

Classification of Displays

Class 1 — For photograph of best display of Dry Goods
and Millinery.

Class 2 — For photograph of best display of Men's
and Boys' Clothing.

Class 3 — For photograph of best display of Haber-
dashery.

Class 4 — For photograph of best display of Hats
(men's).

Class 5 — For photograph of best display of Shoes
(men's, women's, children's).

Class 6 — For photograph of best display of Hardware,
Cutlery and Crockery.

Class 7 — For photograph of best display of Furnitore
and Household Furnishings.

Class 8 — Miscellaneous — This class includes groceries,
musical instruments, books, toys, drugs, etc.

Class 9 — Exterior and Interior Decorations, includ-
ing store arrangement.

Class 10 — Show Cards (pen, brush and air brush).

The first prize in each of the above ten classes is an
Engraved Gold Medal. A beautifully engrossed Diploma
of Award is awarded as second prize in each of the above
classes.

Grand Prize — Sweepstakes Class
Grand Prize— For Best Collection of Displays. In
this class the prize will be awarded to the contestant sub-
mitting largest number of good photographs during the
period of contest. The prize will be a beautiful Loving
Cup, especially designed and engraved for this purpose.

Terms of the Contest

Any person, without any restriction whatever, is eligible
to enter photographs in any and all classes.

Each contestant, is required to submit at least six (6)
photographs of different displays during the year, but it
is not required that all of these photographs shall be sub-
mitted in any one class or at any one time.

Displays sent to us not marked for the Annual Contest
will be entered in the Monthly Contest for the current
month.

Displays that have been sent to other publications will
not be entered either in Annual or Monthly contests.

All photographs entered in contests shall become the sole
and exclusive property of the Merchants Record Com-
pany.

All photographs submitted in this competition must be
fully described and must be sent to us before June 1st.
1921.

Descriptions of displays should be pasted to or written
on backs of photographs.

All photographs entered in the Annual Contest must
be marked up on the back of each photograph as follows:
"For Annual Contest." with name and address of dec-
orator.

Points to Be Considered in Making Awards

Sales — Under this head shall be considered the effect of
the display in making sales.

Attractiveness— This applies to the decorative treat-
ment of the window as a whole, and to the manner in
which the goods are arranged with a view of impressing
the beholder with their merits. This point also includes
workmanship.

Originality — The term originality shall be understood
to apply to the treatment of the window as a whole. This
does not mean that every detail must be used for the first
time in this particular display.

The judges in the annual contests shall be the editor of
the "Merchants Record and Show Window" and two
window decorators of acknowledged authority.

Notes from New Yovlc

Exquisite merchandise to feature Fall openings — Advance style information — Branch

association contemplated — McCreery's popular method of injecting spirit of

store ideals — New backgrounds installed at Saks & Co. — Display

manager Beyer to have new quarters — Other news of interest.

Bv F. F. Purdy

AUGUST is the easy month with the display
managers of Fifth avenue, to a greater de-
gree even than with others. In the first
place, Saturdays are wiped off the slate entirely,
and with all the fashionable people away, the win-
dows are changed to a far less extent, sometimes,
in rare instances, being kept in for ten days. As
one display manager says, "Why keep putting in
new windows with most of our customers away,
and show our new styles for the benefit of a lot of
"yams" who stand with their noses up against the
windows hard enough to almost push them in, copy-
ing our styles. The others passing are people on
their way on business and women who are not in
the market for the kind of goods we sell." Things
will be different on "the avenue" from now on.

Display men say that fine merchandise is coming
in, and style and quality are wanted to a degree
by shoppers that the tendency through the fall will

be to put up finer windows than ever. The schools
open here the Monday after Labor Day— on Sep-
tember 13, later than usual, which may have an in-
fluence toward slightly retarding the real opening of
fall business— a few days. The formal "openings"
of stores in all departments simultaneously are few
here in New York — different from most other sec-
tions. The merchandise of various departments is
brought to the front strongly, in a suitable sequence,
a few kindred lines often being "bunched," so to
speak. From September 15 to 30 it is anticipated
that these events will follow each other, until all
the finest and newest styles have been introduced
to the public, each event depending upon the esti-
mated extent of the arrival of the buying public
from seashore and mountain.

One of our observant display managers com-
ments thus on "style signs" for fall : "Black will be
worn a great deal, in suits, coats, hats, etc. Squirrel

Another I. A. D. iM. Sweepstakes Entry by Walter E. Zemitzsch, Famous & B.\rk, St. Louis, Mo.

Excellent Display of Men's Furnishings by E. J. Berg, Burgess-Nash Co., Omaha, Nebraska

will be used to quite an extent for trimming, and
the outlook is that waists, suits and coats will be
trimmed with it a great deal. For the trimming of
gowns, beaded effects will be employed ; a blue
gown, for instance, will be touched up with light
colored beads. Beads are coming in strong, even
for children's dresses. Beaded trimming will be
worn instead of stitching in fancy forms, especially
on afternoon dresses.

Since the convention there has been some dis-
cussion among the trade here regarding the revival
of an organization in New York among the display
managers and their assistants, starting in with the
latter as well as their principals as full members,
which would furnish a foundation not only for a sub-
stantial membership, but promote a very healthful,
cooperative and democratic spirit that could only
result in good. The organization would of course
be affiliated with the I. A. D. M. The Display Man-
agers' Club of several years ago is remembered with
pleasure by many. That body gave some very en-
tertaining functions which took a lot of time and
energy that were freely given. Its demise was due
largely to the fact that several of the prominent and
useful members changed their occupations, and the
administration of affairs fell upon a few, who be-
came tired of taking care of things. "Every dog
has its day," and the Display Managers Club had a
bright and fine day while it lasted.

It is a problem with the management of many a
store, how to inject the spirit of its ideals through-
out its personnel and the public. This problem the
management of McCreery's is tackling with an

earnestness that is conspicuous. To start with the
exit of the customer, there is a large and handsome
sign standing high above the entrance, to be seen
as she leaves, and reading simply, "Thank You."
That is an excellent farewell and she goes with a
good impression. High up, in the store is a
framed sign, with the following words neatly let-
tered, as, indicating the principles sought to be
promoted in the store policies : "Justice. Coop-
eration. Economy. Quality. Service." Those are
mighty good words, especially when combined with
the ideas for which they stand, in the effort to carry
them into effect. Now on August 1 there was is-
sued the first number of "The McCreerian," a semi-
monthly, a progressive little publication full of
helpful suggestions to the employees, and designed
to bind the management and the help together in a
close spirit of cooperation. A fine, strong store
spirit, understood by insiders and outsiders — a
spirit that is a credit to the store — is not the easiest
thing to get inculcated into the general mind. It
takes work and pains to do it and it is worth real
money when done. McCreery's is trying to do it.
Mr. Tormey, the successor of Mr. Trewhella as
display manager for Best & Co., during the past
year, resigned his position there last month. His
assistant, George Fink, who has occupied the same
post at Best's for four years, and under Mr. Tre-
whella as well, filled in the breach, returning from
a vacation spent at his bungalow at Seagate.
Mr. Fink put in some excellent windows that attract-
ed much favorable attention hereabouts. One of them
was dominated by a blue and brown color scheme.

the floor being in blue puffed velour, with light
blue velour curtains at back, across the top being
hung a string of brown fall leaves. The fixtures
were black Jap furniture, a table and two tabou-
rettes, one in center, the others one at each end,
these neat pieces of furniture constituting fixtures
for the hat stands holding the hats making up this
exhibit of millinery, which were trimmed in a beau-
tiful new shade of brown. Another 15-foot win-
dow featured the new "Oriole" shade of brown in-
troduced by Best & Co., and shown in a color
scheme in connection with blue. The floor cover-
ing was a puffed blue velour. At one side of the
back was a screen, and far opposite, a lamp. In
center was a gold chair with a blue hat and a
blouse favoring the Oriole hue. Displayed in the
window were six blouses on figures, four in the
Oriole shade and two in solid blue.

Mr. Elder, display manager of Saks & Co., has
completed the putting in of new walnut back-
grounds and parquet flooring. Mr. Elder has been
showing new fall merchandise since the fore part
of August, including some fine suits and dresses,
many of the suits being trimmed with fur, espe-
cially the collars and cuffs. Some afternoon beaded
dresses were shown, and beaded bags to match were
shown with them. The famous Saks jewelry and
bag window, which is said to directly sell more
merchandise than any window in America, is at
this writing dressed out with beaded bags, which
are understood to be selling better than ever at

Saks'. There is always a fine showing of several
descriptions of merchandise at Saks'. Some one
asked an official of the company once when the
Saks fall opening was to occur, and the answer
was said to have been : "We have an opening here
every day." This is an indication of the spirit
which in New York tends to bring out the lines
one after another generally in fall and spring rather
than produce everything at once. If the latter
were attempted, it would obviously be difficult to
do justice to all the lines.

Arrangements are under way for giving the
decorative department at McCreery's a fine hous-
ing. It now has one of those catch-as-catch-can
headquarters in the basement that most display
managers know too well. The new quarters will
still be in the basement, but right under the street,
the glasses hidden in the walks providing abund-
ant natural light, while the width of the space goes
beyond and comprises an area some four times that
of the old one. It will contain a private office for
display manager Beyer, a dummy window for lin-
ing up prospective displays and an ample supply
of steel bins for the fixtures, which will all be in
use by September 15. Mr. Beyer's successful ef-
forts in his department are evidently appreciated
by the management. It is understood that he has
some very unique plans under way for the fall
opening displays for the merchandise of the var-
ious departments. Two new men have ben added
to the display force lately, making five assistants

Display of Furs bv John L. Stark for H. Liebes & Company. Portland. Oregon

Hallow'een Display by Frank E. Birrell for Fargo- Wilson- Wells Co., Pocatello, Ib\Ho

iiiiiMiiiriHiHiiiiiiriiriiiiiiiiiiiiiiiiiiiMiiiiiiiiii

in all, now including E. Johnson, formerly with
Lord & Taylor.

The Worth specialty cloak and suit house of
34th street has made some fine improvements in
the windows under the direction of display mana-
ger Walburg. The background has been decorated
in a two tone gray, with new blue carpeting and
hangings.

Quite a number of display managers have been
in this market from a distance during the past
month, including Mr. Nichols, of R. H. White &
Co., Boston, who was here the middle of August
buying fixtures; Jack Darling, of Lansburgh &
Brother, Washington, D. C, who is enthusiastic
over the prospects of his new post; S. Larkin, of
Hecht & Co., Washington, who was looking after
fixtures ; Mr. Vallis, of Justin Bergman, depart-
ment store, Wilkes-Barre, Pa., who has just sub-
stituted a French grate front for his previous one
of mahogany; Jerome Koerber of Strawbridge &
Clothier, Philadelphia ; J. E. Balderston, of The
Cohen Co., Richmond, Va., who is making some
changes in his front ; Peter Rotondi, of the Monson
store. New Haven, Conn., who was looking over
the New York store fronts preparatory to install-
ing a new front at the Monson store. The fore-
going are signs that there is a great deal in the
line of improvement going on in the trade for the
fall and that department and specialty stores
everywhere are going to put the best foot forward
for business, notwithstanding the fact that mer-
chandise men have been keeping the lid on quite

firmly regarding purchases of stocks of all kinds
of goods. Here in the Metropolitan district there
is much improvement under way and contemplated,
with Mr. Tishman, with Hahne & Co., Newark,
putting in a new grate front; Mr. Vosburg, at
Macy's, changing his background to a soft gray
and installing a large taupe colored rug made in
one piece to fit each window, as well as arranging
for new fixtures and bringing out something "just
a little dififerent," which many will watch for with
interest ; Mr. Elder, of Saks & Co., thoroughly re-
juvenating his front; and the big improvements
noted in our last at Abraham & Straus still going
forward to completion. In the latter case the pub-
lic curiosity is being whetted by signs encouraging
patience, which will be amply rewarded when the
front of the fine store is finally opened up.

Mr. Frankenthal, at Altman's, is getting ready
for the installation of a fine front of the fall silks
on September 8, in the display of which a new fix-
ture of his own design will be used, similar to one
which he created a decade ago, and which will
still further facilitate the effective draping of the
fabrics. The Duplan silk people have just con-
tracted with Mr. Frankenthal to take charge of
the draping and arrangement of their large booth
at the great silk exposition which will be held in
February next at the Grand Central Palace.

Mr. Vosburg, display manager for R. H. Macy
& Co., recently had in three fine windows featur-
ing comforts up to $175 and blankets up to $48,
which attracted much attention.

— >—■■■■——■■ I I I '-■" ' II ■ ■— ■■ ^.- ■■ ■■■■ . , ,., ,, .,, ,_ . ,, ,__ ,. ■ ■ > 2

How to Malce Show Cards i

Practical instructions covering the fundamental
principles of the department store card writer's
work with suggestions from experienced show
card men as to the hest methods and tools to use.

□C=*«=]Q

Conducted hy G, Wallace Hess

This department is a regular feature of Merchants Record and Show Window. All of our readers are invited to submit as many
auesdons as they like. Inquiries received prior to the twentieth of each month will he answered in the following issue.

WHILE on my way to a suburban train the
other evening I bought, at retail, a large
basket of large size cantaloupes contain-
ing, to be precise, twelve melons for sixty cents.

In all the quick lunch rooms throughout the
loop, twenty cents is charged for a half melon.
Under such conditions it would seem as though
the masses could teach the hash joint a lesson by
refraining from eating them and if everyone fond
of this dainty would tell the manager what he
thought of such robbery it would certainly be bene-
ficial.

Apropos of this subject let us turn to cardboard.
Last year I bought six ply crated two side board
for six-sixty a hundred. Today the paper houses
of the country have the unlimited nerve to ask
eight-eighty.

It is apparent we cannot make signs without
cardboard, but I cannot help but advise some way
to beat the paper trusts.

Where a store is using the regular metal frame
sign holders for halves, quarters and eighths, I
would certainly, if I had a store of my own cut
down from eight ply to four ply. For smaller cards
I would go the limit in thinness.

Another thing, if these regular metal frames
are used it is practical to leave a card sign in them
and letter signs on a heavy book paper and slip in
front of the card sign which will prevent the paper
blowing through. Even in your own city wall
paper dealers will often have delicate tints that can
be purchased cheap. If the showcard color is not
too wet the paper will not wrinkle. Firms using
ten and twelve ply board for rigidity and not using
sign stands, can effect a saving by buying stands
and using lighter board.

We were always a wasteful — the most wasteful
of all nations — because our resources were so great,
but today it is an expensive thing to use eight ply
for a two by four ticket when a four ply will do.

^,?<2!

Jail JioM

Die Cut Price Tickets Especially .Adaptable to Shoe and Hat Showings

Much has been said about brushes. It matters
little, whose brush you use — if it suits you, you
have a good brush. Until you reach that stage you
must flounder around a little, just like when you
learned to swim.

When you buy a new brush dip it in water.
Train hair flat by passing between ball of thumb
and index finger. If there are several hairs ex-
tending beyond the rest, take a safety razor blade,
rest brush on a piece of cardboard and trim ofif the
extenders. Don't attempt to cut off the ends of
all the hairs. For single stroke Roman work I
would sooner use a redsable rigger than any other
brush.

Today there is a great demand for lettering.
There's no use in standing still. Try and take up
something a little beyond your capacity. Try hard.
For example, take the "Formal Opening" strip.
Here's a card carefully lettered in old English.
After the ink is dry it was shaded as follows. A
wash was made of Payne's gray artist color to

<2A sp(zcial sale
of handsome

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yette

'uses

in stifles t/iat—
/or actual va/ue
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which a little lamp black was added to darken
same. The card is then placed in a vertical posi-
tion, that is standing on end straight in front of
you. Beginning of sign nearest your body. The
stroke of letter was a quarter inch wide, caps two
and one-fourth, lower case, one and one-half inches
high. Choose a square end lettering brush that
will make a quarter inch stroke or a number

fBoulevar5 JSmk^ri^ge

%S? Sixteen SKillion dollar project

^rcot ixAi^ 1[>rc^ae ic^ocSx. Cot

** Qontractors

twelve rigger. Wash well. There must be no
trace of red or a gray wash will be ruined. Charge
your brush and train flat. Get a soft blotter, the
real old fashioned white pulp blotter, no paper
pasted on top. With sign on end in front of you
start shading "g", drawing your hand from left to

Play Suits

The rough and
tumble kind

Sizes two to nine years

Blacks
Charmeuse Satiru

cyf/so in ^Miuq^lue
V//ZC soft lustrous 'J/nish

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rruirtr

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(barlii Selectcons
are adoiseoL^

laer

right in a horizontal line. You will notice at the
bottom in some cases where instead of stopping,
the brush is drawn quickly along in a connected
series of common eyebrow shaped curves. Care
should be used to get every shadow the same dis-
tance from the letter. The wash should be a light
gray.

You will find after about three letters are shaded
you can blot carefully by a slow easy pressure and
get a uniform shade throughout the whole line.
After this wash is dry you add a little more lamp-
black to the gray wash and with a small brush
making about a strong sixteenth stroke, make a
darker line right over edge of the gray shade.
Lettering and shading of this kind must be done
on mat board — shading is not practical on coated
board. Lettering of this kind is used on photo
groups, picture mats and diplomas. The lettering
is best done with a waterproof ink.

Notice the "Boulevard Sink Bridge" specimen.
Here is a good style for mats used on framed pic-
tures. Original was six inches long. Number two
and one-half and three plus used. If a gray mat
was used, a white or gold line could be used for
underscoring. Photographers and picture framers
have much of this work to do. It pays, too.

One thing that even many skilled workers fail
to realize is getting contrasts with the same pen.
Notice for example Card Number Two, lettered
throughout with a two and one-half pen. In the
two top lines, caps were one inch high, lower case,
five-eighths strong. The two lower lines, caps
three-eighths, lower case one-quarter inch. The
contrast is marked, the card simple and effective.

Notice Number One. This too, with the same
sized pen. Cards Three and Four with number one
and two and one-half pens.

Notice ragged effect on card Number Four in
letters "u" and "i". This is something to avoid.
Try to get smooth endings.

Several die cut price tickets especially adapted
to shoes and men's hats are shown.

It perhaps is hard for a beginner to know when
a pen is working right. No set rule can be given,
but old pens worked smooth are the best. There
are a dozen men in the states who stand foremost
in pen lettering. All are engaged in a special line
— namely, the lettering of or engrossing of diplo-
mas and resolutions of sympathy or testimonials,
etc. There isn't a one of these men that would
think of heating a pen in a match flame or permit-
ting an employee' to do so.

Fashion Show for Hutchinson

A WINDOW display contest will be held in con-
junction with the Fall Fashion Show to be
held at Hutchinson, Kansas, beginning September
9. Prizes will be awarded in twenty classes and
practically every retail store in the city will be en-
tered in the competition. J. H. Everetts, display
manager for Pegues- Wright Dry Goods Company,
and president of the Kansas Association of Display
Men, will enter the contest, his first in that city,
and since Mr. Everetts has won many prizes in na-
tional contests considerable interest will be di-
rected to his work.

Word comes from Hutchinson that it is quite
probable that the 1921 convention of the Kansas
Association of Display Men will be held in that city.
The president, Mr. Everetts, is in favor of the trans-
fer of convention city and is supported by display
men and merchants of Hutchinson. Topeka was
the city chosen at the May convention, but since
an organization has been perfected in Hutchinson
and President Everetts has located in that city, the
Topeka display men are agreeable to awarding the
meeting to the former city. Topeka staged a most
successful meeting in 1919 and materially assisted
in the success of the 1920 event at Salina.

liiiiuiuiiiiJUuiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiHiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin

The Art of Full Form Draping

By O. E. Wheete

PERHAPS no phase of the general profession
of window display has had a greater develop-
ment in its application and use, and in its ef-
fect on the shopping public than the art of full form
draping. In recent years this branch of the work
has become one of the most important of all phases
of display.

There is, however, a wide diflference of opinion
in various sections of the country and in the differ-
ent character stores relative to this subject, said
difference affecting the practicability of the full form
draping as the best method. This difference, or I
might say, the opposition to full form draping is
in most part due to the failure of many display men
to give the proper thought and time to this art re-
gardless of the fact that some very effective drapes
may be executed in a comparatively short time.

One often hears the remark among display men
— "I don't bother to drape figures," but this very
attitude is in itself evidence that the display man
who utters it is not giving to his employer all that
belongs to him. Then there is the development of
the individual himself, the perfection of his display
knowledge and ability which should be the incen-
tive for granting proper time and study to all items
affecting the profession in which he is employed.
Spend a few evenings in the study of draping and
one will be surprised at the development in knowl-
edge of the subject. Any number of suggestions
and ideas are presented to one who is interested
and once that interest is developed the work is fas-
cinating to an unusual degree.

Drapes well designed and properly executed
form a sure business tonic — and that should be the
first thought of the progressive display man.

The many fashion magazines and business pa-
pers devoted to the retail merchandising fields pre-
sent hundreds of valuable suggestions, and invari-
ably the detailed descriptions accompanying the
illustrations designate the complete course of drap-
ing in addition to specifying respective materials
and colors as well as combinations. Another means
of collecting ideas for drapes may be had in a study
of ready-made garments.

In draping a full form the real beauty of the
fabric can be best brought out and many important
details and essentials in the gown are presented,
and also can the laces and trimmings so generally
used be shown to the best advantage. It is also

true that the average full form drape is subject to
a closer examination than that given the same mate-
rials when placed on stands or employed in another
manner. This is possibly due to the "style" the
drape represents as well as to the fabric used.

Great attention to details is essential in success-
ful drapes — but be quick. Give most of the time

Drape by 0. E. Wheete, Tuisa, Oklahoma

to study and design. Ten to twenty minutes I
claim should be ample time for any drape.

The drape presented in conjunction with this
article is of the simple type — the materials used be-
ing all-over brocade silk over drape of spangle
flounce — a touch of ostrich feather trimming com-
pleting the figure. This drape was completed in
ten minutes.

Development in The Use of Artificial Flowers

Practically every display man ur^es use of artijicial flowers

and foliage in window and store decoration — Perfect

vehicle for carrying out color scheme and lends ^race and

charm — Increasing employment of novelties

By Robert O. Johnson

IN the last twenty years the use of artificial flow-
ers for window decorations has had a marvelous
growth. Not only with the larger stores, but
we find that the smallest merchants realize the won-
derful results obtained by using artificial flowers in
their windows as well as for interior decorations.
Some of the most wonderful effects obtained in the
windows of the largest stores in the country have
been brought about through the use of artificial
flowers, carrying out a color scheme that is almost
beyond comprehension, and giving the window a
grace and charm that cannot be accomplished in any
other way.

The wide awake display man of today realizes

that window decorating without artificial flowers
would be considered almost dead advertising. The
up-to-date advertising man uses sketches of flowers
along with his advertising which goes to show that
the use of artificial flowers in the windows has had
a wonderful effect not only upon the window display
department but also has been carried to the adver-
tising as well.

Artificial flowers are to be seen in the windows
of the best stores everywhere and serve as a fitting
accompaniment for the finest merchandise. The col-
ors can he made to harmonize with the color scheme
of the background and in this way the artificial
flowers have taken their share of growth along with

Suggestion for Setting by A. G. Sten Providing for Pleasing Floral Treatment and Bird Novelties

the background for windows. Very often the most
wonderful background in the country would lose the
soft shades of color and appear to be rather stiff
and cold looking without flower decorations.

Unique Floral Tkee Designed by Carl Goettman

In all kinds of show windows the use of artificial
flowers has become very necessary in carrying out
the color scheme in the windows. Specialties of
all kinds can be given a certain refinement and dis-
tinction by the use of these flowers. There is an-
other great feature in why we should use artificial

flowers, and that is featuring the five different sea-
sons : Fall, Christmas, Spring, Easter and Mid-
summer.

Along with the use of artificial flowers there has
been a large amount of novelties used, such as floor-
ing, draperies of velour, birds and parrots of papier
mache, all to be used in the same color scheme as
the flowers.

Artificial palms and trees are being used to deco-
rate all kinds of stores and the merchants find them
very helpful in filHng in on top of show cases, and
in taking away the bare look in corners of rooms.
The special features of this decoration is the low
cost and their durability. Artificial flowers are also
used very extensively in theatres, cafes, and for home
decorating: — this only showing a few of the many
places artificial flowers are being used all over the
country.

EDWARD K. LUMMUS, first vice-president of
the International Association of Display Men,
and display manager for Almy's Limited, Montreal,
Can., was a conspicuous figure at the recent conven-
tion of the National Shoe Retailers' Association of
Canada, held at Montreal. In addition to directing
the displays in conjunction with the fashion show, a
feature which proved one of the strongest drawing
cards at the convention, Mr. Lummus captured first
prize in the window display contest.

Display by Carl W. Ahlroth, Columbus, Ohio, Showing Attractive Foliage Arrangement

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International CAssociation

First Vice-President

Edw. K. Lummus, Almy's, Ltd.,
Montreal, Canada.

Second Vice President

Kari. M. Amdahl, The Palace,
Spokane, Wash.

Third Vice President

G. R. Macgregor, Hudson Bay
Co., Winnipeg, Canada.

Treasurer

L. A. Rogers, John D. Mabley,
Detroit, Mich.

display Men

President — Charles F. Wendel, The J. L. Hudson Co.,
Detroit, Michigan.
Secretary — T. Guy Duey, Wurzburg's D. G. Co., Grand Rapids,
Michigan.

An Educational
and Business Organization

Executive Committee

Richard Myers, The Emporium,

St. Paul, Minn., Chairman.

Program Committee

B. F. MiLLWARD, Mannheimer
Bros., St. Paul, Minn., Chair-
man.

Publicity Committee

James W. Foley, Chairman,

5707 W. Lake St., Chicago, 111.

Speakers Bureau

C. J. Potter, 231 W. 39th St.,
New York, N. Y., Chairman.

Membership Committee
Casi, Goettman, Joseph Horn
Co., Pittsburgh, Pa., Chairman.

iiiniiDiuuiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiniiiuniiiiiniiiiiiiiiiiwtiniiiuuiiniiiininiiiDuiniiinniaiiimiinnimiininmiiimiiii^^

Financial Report of Program Chairman

Report of C. F. Wendel discloses excellent conditon of treasury —
$1,747.23 turned over to Treasurer, L. A. Rogers

THE following report will be of great interest
to all members of the I. A. D. M., and is just
another evidence of the great success of the De-
troit convention, and a substantial testimonial to
the ability and effort of those men who staged the
big meeting. This report is submitted by Charles
F. Wendel, now President of the I. A. D. M., and
who, as Chairman of the 1920 Program Committee,
was the big factor in the convention success. The
report :

Receipts For Convention

From banquet committee $1,578.00

For space in exhibition and extra partition

and painting 5,120.00

For program space 1,175.00

Electric work and current 254.00

Express to Peoples Outfitting Co 50.00

Show case hire 30.00

Total collections $8,207.00

Disbursements For Convention

Hotel Statler for banquet $1,545.00

Arcadia Hall — Rent from July 9 to 17, and
telephone, electric sign, breakage and
damage, etc 1,615.60

Watchman and detective service — sweep-
ing and porter service 342.00

Electrical work and current used by ex-
hibitors 254.00

Demonstration platform, muslin signs
and lumber for photograph exhibit —
tacks, wire, etc 229.07

Carpenter work, making furnishing and

constructing partitions on first floor. . . . 1,140.00

Box hauling and storage 72.00

Show case hire and hauling

Band at Auditorium

Printing programs and cuts for same

Membership badges

Competitive prize medals

Convention report

Telegraph and telephone — postage ; includ-
ing notices to manufacturers, mailing
blue prints, answering hotel reserva-
tions, acknowledging photos for con-
test, etc

Rubber stamp and pad — stenographic work
and office help, answering correspon-
dence from beginning of notice — March
first up to date

Three assistants at hall for secretary and
typewriting machine

Printing — including exhibition diagram,
ballots, tickets, notices, postal cards,
register cards, etc

Zinc cuts and special cuts for diagram,

36.00
80.00

430.63
55.00
57.25

127.00

etc.

Blue prints of hall for manufacturers use
for sale of space

Express sent to Peoples Outfitting Co. by
exhibitors

114.20

84.00
52.50

126.40

26.40

20.00

52.72

$6,459.77

Receipts for convention $8,207.00

Disbursements 6,459.77

Balance $1,747.23

Respectfully submitted,

Chas. F. Wendel,
President, I. A. D. M.

GRACE LA RUE,
leading lady in
"Dear Me," posed
for this drape by
W. H. Bates, In-
structor of Drap-
ing at the Koester
School

Silk for this
drape wa s
furnished by
courtesy o f
Puritan Silks
Corporation,
Inc.

Live Wire
Live Model
DRAPES

are taught at the

KOESTER
SCHOOL

TO be an Expert Display Man you must know how to drape goods artistically and
quickly. The Koester method of Draping is acknowledged to be the very best. It is
the result of the life study of Mr. Albert A. Koester, the master draper of our time.

Learn More — Earn More

The quicker you learn more about your work the quicker
you will increase the size of your salary. The man who
puts off from day to day, and j^ear to year, his oppor-
tunity of learning quickly all the intricacies of his calling,
soon is outdistanced by all the more ambitious young men
who take advantage of thorough training given at the
Koeser School.

Efficiency in any line of work is what counts. This is

especially true in doing advertising, and window display

work. The more efficient you are in this work the more

valuable you are and the more will you find in your pay

envelope.

Procrastination in this matter is keeping money out of

your pay envelope every week.

ALL OUR STUDIES ARE EXPLAINED IN OUR BIG YEAR BOOK

This book should be in the hands of every clerk and merchant — it outlines the way to the greatest possible success for you
in your future work. It shows the work of many of the thousands of successful Koester men. It shows you how you can
study at home and pay in easy monthly payments, or how you can attend the school and devote all your time to study
under close, personal supervision of the best instructors in the world. Window Trimming is the only study we do not teach
by mail.

The best time to attend the
Koester School is NOW

THE KOESTER SCHOOL

314 S. Franklin Street, CHICAGO

The Window Display Center of the World,

I saw it i>i the September "Merchants Record" — Page 49

Detroit Convention Delegates

mHiiMiiMMiiiiiiiNiiiiHunniHtiHniniiimiiiiiiiiiiiiiiiii

* Indicates old members of the I. A. D. M.
** Indicates new members of the I. A. D. M.

ALABAMA

Birmingham * Robt. Clark, J. Blach & Son.

Birmingham C. E. Derrick, Ideal Millinery Store.

Birmingham ** Ray R. Williams, Loveman, Joseph & Loeb.

Mobile * H. M. Fisher, L. Hammel Dry Goods Co.

Mobile * W. E. Renauld, C. J. Gayfer & Co.

Montgomery * T. M. Stewart, Leonard, Fitzpatrick, Muel-
ler Co.

ARKANSAS
Little Rock ** H. G. Cranston, The M. M. Cohn Co.

CALIFORNIA

Santa Ana * Robert W. McKnight, Rankin Dry Goods Co.

Stockton * Bayard T. Foss, Stockton Dry Goods Co.

COLORADO

Colorado Springs ** Will F. Flett, J. C. Penney Co.

Colorado Springs .... Wm. E. Snyder, Barnes- Wood Co.

Trinidad * A. C. Mees, Jamieson House Furn. Co.

FLORIDA
Jacksonville * J. P. McGriff, Furchgott's.

GEORGIA

Atlanta * John C. Mackey, M. Rich & Bro. Co.

ILLINOIS

Alton * George H. Juttemeyer, George H. Jutte-

meyer.

Bloomington * Elsworth H. Bates, C. W. Klemm, Inc.

Bloomington * A. Frederiksen, Mayer, Livingston & Co.

Bloomington * W. W. Yeager, Wolf, Greisheim & Sons.

Champaign * A. E. Schiodt, W. Lewis & Co.

Chicago Arthur V. Eraser, Marshall Field & Co.

Chicago Ralph H. Kramer, The Lederer Co., 735 East

68th St.

Chicago * Howard C. Oehler, W. A. Wieboldt & Co.

Chicago * A. Pazaska, Runkel Bros., 29 E. Lake St.

Chicago * A. H. Tennyson, Oscar Mayer & Co., 1241

Sedgwick St.

Danville * C. J. Guenther, Meis Bros.

Decatur * Clark M. Uhler, Linn & Scruggs Co. /

Decatur * Arthur L. Squires, H. S. Gebhart Co.

Galesburg * A. L. Cooper, Doyle Furniture Co.

Galesburg * Tom Stone, O. F. Johnson Co.

Herrin * Harold F. Karle, The Herrin Supply Co.

Kankakee William C. Baum, "W. S. Vanderwater Clo.

Co.

Kankakee E. H. Manus, Block & Co.

Kankakee * Ed O'Malley, Chicago Store.

Kew.iiiee F. O. Glander, W. H. Lyman & Co.

Kewanee ** Karl P. Wyntor, Scott & Pollitz.

Milford * J. Earl Grietz, Gillfallan Bros.

Peoria Dan Hines, Clark & Co.

Peoria * Fred King, Block & Kuhl Co.

Peoria * W. J. Randolph, O'Brien-Jobst Co.

Peru * Harold R. Penning, Walther Drug Co.

Quincy ** George R. Busch, The Model Clothing Co.

Quincy * Robert Ickes, Halbach-Schroeder Co.

Quincy * John T. Mackey, Kespohl-Mohrenstecker Co.

Quincy * W. A. Montgomery, W. T. Duker Co.

Rockford. Harry W. Nelson, Hess Bros. & Co.

Rockford * S. S. Stevens, Ashton Dry Goods Co.

Waverly *» Guy W. Bradford, Bradford, Weise & Co.

Wood River * Wm. O'Ncil, Wm. O'Neil & Co.

INDIANA

Crawfordsville Warren M. Parrish, Geo. W. Graham Co.

Evansville * Ben J. Ragsdalc, The Andres Co.

Greensburg * Miss Hildrcth Funk, Mincar Dry Goods Co.

Hartford City, Ind * Arthur D. Abbott, The Erwin Co.

Kokomo * Paul J. Gattis, Thalman-Levi Co.

Kokomo Edward J. Humpe, Wm. H. Turner Co.

Kokomo D. A. Mcintosh, D. A. Mcintosh.

Kokomo ** Clyde A. Simmonds, W. 11. Turner Co.

Lafayette ... * Otto B. Mercum, Reifers Furniture Co.

Linton * Bernard A. Pierson, Ben Buck Clothing Co.

Muncie ** C. J. Priest, C. J. Priest.

Peru ** Liel K. Cypherd, Peru Merc. Co.

Peru. * Walter Hutchinson, John S. Hale Co.

South Bend " Wilburt M. Rantz, The Ellsworth Store.

Terre Haute * W. A. Fread, A. Herz.

Terre Haute A, S. Manus, L. N. Rottmann.

Terre Haute •* W. Larkin McCurry, Siegel's.

Valparaiso * S. L. Buchanan, Specht-Finney Co.

Valparaiso * Loyal W. Wood, J. Lowenstine & Sons.

IOWA

Burlington * Hugh S. Smith, John Boesch Co.

Cedar Rapids * J. E. Hardwick, Armstrong-McClenahan Co.

Cedar Rapids ' C. E. Wilson, The Killian Co.

Des Moines * Jack Cameron, Harris-Emery Co.

Des Moines * H. E. Mueller, Oransky's.

Ft. Dodge * Arthur T. Carlson, Boston Store.

Iowa City * Ed J. Bryan, Yetler's.

Iowa Falls *" H. Lionel Webster, Kennedy & Gardner,

Inc.

Newton ' Fred Wagner, Hanke & Blaylock.

Ottumwa * A. W. Browne, S. C. Cullen Co.

Ottumwa * O. R. Jepson, W. J. Donelon Co.

Sioux City * J. F. Kern, Graber Dry Goods Co.

Waterloo * Thos. W. Eaton, Jas. Black Dry Goods Co.

KENTUCKY

Danville * L. D. Durr, Pushin Bros.

Louisville * Frank Brownstein, Loren-Bart Co.

Louisville * Wm. H. Kreis, Kaufman-Straus Co.

Louisville * Raymond B. Schoenman, Crutcher & Starks.

Louisville * Emil T. Witt, Levy Bros.

Paducah ** Roy Hoewischer, J. A. Rudy & Sons.

LOUISIANA

Shreveport * C. H. hunt. The Stag Clothing Co.

Shreveport * H.N. Padgett, Phelps Shoe Co.

KANSAS

Hutchinson * A. W. Cunningham, Rorabaugh- Wiley D. G.

Co.

Independence B. F. Tennimeire, Laderer Clo. Co.

Topeka * H. E. Parrett, Warren M. Crosby Co.

Topeka * R. T. Whitnah, Crosby Bros. Co.

Wichita * J. H. De Witt, Cohn-Hinkel Dry Goods Co.

Wichita E. Leo Harris, Rorabaugh Dry Goods Co.

Wichita .'•. . * R. L. Hawkins, Dunn Merc. Co.

Wichita Lucian Mumane, Spines Clothing Co.

Wichita * F. O. Reyer, The Balle-Brodersen Co.

Wichita * Harry W. Tobey, Greenfield Bros.

Wichita * Paul Schultz, Danforth & Scott.

MICHIGAN

Ann Arbor ** P. Shepenel, Mack & Co.

Ann Arbor ** Karl A. Schlecht, Ludenschmitt-Appel Co.

Battle Creek * R. S. Bixby, Goeller-Grant Co.

Battle Creek S. E. Griffin, L. W. Robinson Co.

Bay City ** Wm. G. Gees, Broas, Galloway & Co.

Bay City * Harold J. Jonkis, H. G. Wendland & Co.

Bay City * Adolph Kerr, Jay Thompson & Co.

Bay City Leonard F. Kukowski, S. E. Oppenheim Co.

Flint ; * H. W. Hanson, The Economy Shoe, Ltd.

Flint * W. D. McCaughna, A. M. Davison Co.

Flint * E. S., MulhoUand, Smith-Budgman Co.

Flint * F. Piepenbrink, The Fair.

Flint * Lee C. Rose, O. M, Smith & Co.

Flint C. F. Wallenak, Werrick Bros.

Grand Rapids * T. Guy Duey, Wurzburg's.

Grand Rapids * R. E. Haynes, A. May & Sons.

Grand Rapids * Peter F. Hertzig, The Hub Clo. Co.

Grand Rapids ' Edw. A. Smag, Houseman & Jones.

Grand Rapids ' H. S. Van Valkenburg, Paul Stecketee &

Sons.

Grand Rapids * Fred Vander Vries, B. S. Chapin's Son.

Jackson * D. Bratton, Gaylord Alderman.

Jackson * Victor Carson, L. H. Field Co.

Jackson * W. K. Kannah, Meade- White Co.

Kalamazoo * H. M. Brink, Gilmorc Bros.

Kalamazoo * Henrj- A. De Vries, Kellogg Com Flake Co.

Kalamazoo Harry A. Harni, Herschficld Bros.

Kalamazoo Otto F. Gommcl, J. R. Jones Sons & Co.

Lansing * J. S. Clark, J. W. Knapp Co.

Lansing * Otto R. Gresclike, Dancer-Brogan Co.

Lansing * Chas. E. Shaw, F. N. Arbaugh Co.

Lapeer H. C. Pinkerton, White's.

Midlint E. W. Berryman, B. H. Carter Co.

Pigeon Leonard W. Leipprandt, Leipprandt Bros.

Port Huron "George W. Bums, Knox Dr>' Goods ,c.

£ST. IQS2 ^^

Buy these Beautiful Satin Nickel Fixtures
with the Exclusive Modem Metal Finish

There is nothing that reflects a more refining air to fixtures than the finish,
and no finish is more beautiful than Satin Nickel.

These fixtures represent the very "Backbone" of results in the display of
women's wear.

No Women's store or department is complete without them.

Full line of clever forms, wax figures and fixtures to win the Women's
trade.

Write for Descriptive Matter and full information.

When in Chicago call at our Chicago office, 204 West Jackson Blvd., and
inspect our latest, forms, figures and fixtures.

J. R. Palmenberg's Sons, Inc.

63-65 West 36th Street, New York

Boston
26 Kingston St.

Chicago
204 W. Jackson Blvd.

Baltimore
108 W. Baltimore St.

/ saw it in the September "Merchants Record" — Page 5/

Port Huron C. S. Cochrane, Cochrane Dry Goods Co.

Port Huron * B. A. Mann, Cochrane Dry Goods Co.

Saginaw * Jas. I. Banks, W. C. Wiechmann.

Saginaw * O. G. Fuller, The M. W. Tanner Co.

Saginaw * T. M. Gray, Morley Brothers.

Saginaw * Ralph Thompson, Wm. Baire Dry Goods Co.

Saginaw * Earl V. Wiley, Bancroft Drug Co.

St. Clair ** Arthur I. Becker, Becker Bros.

Shelby * E- M. Johnston.

MINNESOTA

Duluth * J- E. Hopkins, Geo. A. Gray Co.

Duluth * Maurice Klasky, Kelley Duluth Co.

Duluth * Alexander MacDonald, Jr., Glass Block

Store, Inc.

Minneapolis '' Otto Anderson, New England Furniture &

Minneapolis * A. H. Anderson, New England Furniture &

Minneapolis ** M. C. Goldman, Public Drug Co.

Minneapolis * W. H. Hinks, John W. Thomas & Co.

St. Paul * H. E. Bartlett, Golden Rule.

Minneapolis A. W. Lindblom, New England F. & C. Co.

Minneapolis * Alfred R. Manee, Minn. Dry Goods Co.

St. Paul * Peter M. Ciernia, Field, Schlich & Co.

St. Paul * B. F. Millward, Mannheimer Bros.

Virginia * Ernest Lostrom, A. Reid & Co.

St. Paul R- B. Meyers, Eniporium.

MISSOURI

Brookfield * L. M. Van Coutren, Calhoun-Halliburton.

Carthage * R. F. Redmond, Ramsay Bros. D. G. Co.

Columbia * O. L. Franklin, A. Fredendale Dept. Store.

Joplin. C. C. Ford, Jackson Drug Co.

joplin * Fred Kessler, Christman's.

Joplin ** P. A. Marsh, Ramsay's Dry Goods Co.

Joplin * C. R. Morgenthaler, Newman's.

Kansas City Alfred Dahlberg, Emery, Bird, Thayer Co.

Kansas City ** Gust Krause, Harzfeld's.

Kansas City Alfred P. Rothschild, Rothschild & Sons.

Kansas City * Harry G. Stephenson, Berkson Bros.

St. Louis * Edw. H. Lamprich, Kline's.

St. Louis * Wesley V. Reed, Wolff -Wilson Drug Co.

St. Louis * P. S. Williams, Scruggs, Vandervoort &

Barney.

St. Louis * Walter E. Zemitzsch, Famous & Barr Co.

St. Louis * George W. Foster, Browning, King & Co.

St. Joseph ** Ray A. Rumsey, Derge-Bodenhausen.

St. Joseph * Earl H. Wells, Townsend-Uberrheim Clo. Co.

MARYLAND

Baltimore ** George E. Muggeridge, Gas & Electric Co.

Cumberland * Otto C. Smith, Smith's Tender Feet Shoe

Shop.
Hagerstown * R. S. Joiner, The Fleisher Co.

MASSACHUSETTS

Boston * Bernard R. Freeman, T. D. Whitney Co.

Lowell * Lawrence N. Fregean, The Gagnon Co.

Lowell * Arsene S. Lemieux, Bon Marche D. G. Co.

Pittsfield ** Melvin A. Fassell, The Wallace Co.

MONTANA
Missoula * Max Genereux, Missoula Merc. Co.

MISSISSIPPI

Greenwood * G. B. Austin, Bernstein Co.

Hattiesburg * Curtis L. Ferrell, Davidson's.

Jackson * C. W. Drake, R. E. Kennington Co.

NEBRASKA

Omaha * Frank Fiala, Thompson, Belden & Co.

Lincoln * R. E. Wells, H. Herpolsheimer Co.

Norfolk * T. M. Mackmiller, The Star Clothing Co.

Omaha * E. J. Berg, Burgess-Nash Co.

NEW YORK

Auburn * H. R. Claudius, Foster-Ross Co.

Binghamton * Carl W. Greene, Sinon Bros. Weldon Co.

Buffalo * J. Nochelski, Duflfy-Powers Co.

Buffalo * Wm. J. Amborski, Frank Winch Co.

Buffalo • Wm. C. Baum, L. L. Bergcr, 500 Main St.

Buffalo * J. F. Becker, H. A. Meldrum Co., 460 Main

St.
Buffalo * Philip J. Bellanca, Davis Bros., Ferry and

Grant Sts.

Buffalo • E. E. Closkey, Weed & Co.

Buffalo • C. A. Cook, Wm. Hengerer Co.

Buffalo * John R. Dean, Buffalo Trust Co.

Buffalo * A. J. Dietrich, Liberty.

Buffalo * Chas. G. Haas, U. A. Morgan Stores.

Buffalo * Clement A. Kieffer, Jr., C. A. Weed & Co.

Buffalo * Walter R. Lantaff, J. N. Adam & Co.

Buffalo * William Levy, Miller-Strong Drug Co.

Buffalo * Chas. S. Mackeamin, Michael J. Leo, Inc.

Buffalo * Ellwyn McEachnie, Jahraus Braun Co.

Buffalo Geo. W. Murray, Flint & Kent.

Buffalo * Edward D. O'Dea, McCarthy Bros. & Ford,

75 W. Mohawk St.

Buffalo * Clinton J. Payne, J. K. Liggett Co., 341

Main St.

Buffalo * G. Stanley Robinson, Oppenheim-Collins Co.

Buffalo * Mark C. Spaulding, Meng-Shafer-Held Co.,

Inc.

Buffalo * William L. Strong, Klein-Sautter Co., Inc.

Buffalo * Harry L. Van Wie, Victor & Co., 514 Main

St.

Buffalo * Jno. F. Wolfgruber, Adam, Meldrum & An-
derson Co.

Brooklyn ** G. B. Rooney, Abraham & Strauss.

Corning ** Chas. E. Bostunck, The "Wing & Bostunck

Co.

Jamestown * G. Hjalmer Gustafson, M. R. Nelson D. G.

Co.

Little Falls D. B. Reardon, D. B. Reardon.

New York City * John H. Beyer, James McCreery & Co.

New York City ** Andy G. Elder, Saks & Co.

New York City * Herman Frankenthal, B. Altman & Co.

New York City * E. Munn, Franklin Simon & Co.

New York City * Charles A. Vosburg, R. H. Macy's.

Niagara Falls * C. L. Clark, Silberberg Bros.

Niagara Falls * Benj. C. Nemeschy, Beir Bros.

Niagara Falls * Wm. J. Wright, Niagara Dry Goods Co.

Perry Clarence Rice, Boyce & Wright Co.

Rochester * Wm. E. Bevan, Sibley, Lindsay & Curr Co.

Rochester * John F. Loock, National Clothing Co.

Rochester * Harmon B. Martin, Rochester Display Fix-
ture Works.

Rochester * Harry S. Nelson, McFarlin Clothing Co.

Rochester * E. Dudley Pierce, Sibley, Lindsay & Curr

Co.

Rochester * E. Kelsey Scott, Ming-Shafer-Held Co., Inc.

Rochester * S. G. Shafer, Ming-Shafer-Held Co., Inc.

Saranac Lake * Russell A. Young, W. L. Leonard Co.

Tonawanda J. B. Feeney, J. B. Feeney & Co.

Poughkeepsie * Edward S. Seeley, Luckey, Piatt & Co.

Utica * Wm. J. Sanger, J. B. Wells & Son Co.

NEW JERSEY

Newark * William Tishman, Hahne & Co.

Union Hill * F. Johansen, A. Holthausen.

NORTH CAROLINA

Charlotte * J. O'Crowley, Little-Long Co.

New Bern * E. A. Miller, S. Caplon & Son.

Wilmington ** H. V. Jenkins, S. Lipinsky Sons Co.

Winston-Salem A. H. Hilker, Gilmer's, Inc.

NORTH DAKOTA

Valley City * Edwin Bloom, Straus Clothing Co.

OHIO

Akron J. T. Gallaway, Goodyear Tire & Rubber Co.

Akron ** F. J. Hardesty, The C. H. Yeager Co.

Akron * * Samuel J. Kuhn, The C. H. Yeager Co.

Akron * D. W. McGraw, J. Koch Co.

Akron * Geo. E. Mueller, Goodyear Tire & Rubber

Co.

Akron ** M. H. Sloman, Goodyear Tire & Rubber Co.

Akron * R. J. Spencer, A. Polsky Co.

Alliance * Frank Bilodeau, Peirson's.

Bellevue H. E. Dock, E. A. Stranahan.

Canton " George Hewitt, The Stem & Mann Co.

Canton * H. A. Ray, H. M. Horton Co.

Canton * Carl G. Kelly, Seitner's.

Canton * Amctt J. Ritter, The Robinson Co.

Canton * R. B. Strawn, Wolfe's Display Service.

Canton * Howard Wernet, Seitner Co.

Canton " C. S. Wolfe, Wolfe's Display Service.

Cincinnati James N. Donahue, The Fair Store.

Cincinnati * Chas. E. Fleshmann, The Dow Drug Co.

Cincinnati Joseph J. Hauser, The Frank Feldhaus Co.

Cincinnati * Edward J. Thuning, RoUman & Sons Co.

Cincinnati * John F. Weber, The Mabley & Carcw Co.

Cincinnati * F. R. Eugel, Browning, King & Co.

Cleveland. ** Emil W. Gerst, The Steam Co.

Cleveland E. A. Gage, The W. H. Quinby Co.

Cleveland Edward F. Gillen, Gaylord Clothes.

Cleveland *" R. M. Hollester, Kinney & Levan Co.

Card Writers and Sign Painters should
stock up NOW with

"EeiMStluM Brushes and Supplies

There's a mighty busy Fall season ahead and you'll need the right
equipment to enable you to increase your output — to turn out better
work in less time.

"PERFECT STROKE" brushes and supplies assure an even, per-
fect stroke — no retouching is necessary — they're time-savers.

Every size and style at reasonable prices.
TODAY send for my newest catalog.

Bert L. Daily

126-130 East Third Street

DAYTON, OHIO

Entire Fourth Floor

Beautiful Southern Greens —
the Ideal Decorations for Fall

Use Nature's own exquisite decorations for your spring
windows. We have unlimited facilities for supplying you
with every variety of southern green — afresh from the woods.

Southern Wild Smilax — This is the daintiest and most
satisfactory green foliage decoration to be had. Graceful,
easily handled, costs little, and lasts long.

Case
No. 1
No. 2
No. 3
No. 4
No. 5
No. 6

Contents

100 sq. ft.

200 sq. ft.

300 sq. ft.

400 sq. ft.

500 sq. ft.

600 sq. ft.

Weight

Price

15 lbs.

$1.00

20 lbs.

2.00

25 lbs.

3.00

30 lbs.

3.50

40 lbs.

4.00

50 lbs.

4.50

Long Needle Pines — Long, glossy needles and beautifully
marked stems — lasts almost indefinitely. Packed in paper
lined burlap. Per doz., $1.25; per 100, $7.00.

Magnolia Foliage — The leaves are a rich glossy green
on top and a soft, velvety brown beneath. A most beautiful
and lasting decoration. Packed in same size cases and same
prices as Smilax.

Southern Gray Moss. — This is a novel and harmonious decoration
especially adapted to hanging baskets, festoons, wall or post treatment, etc.
Per 25-lb. bag $3.00

Fadeless Green Sheet Moss. — ^Ideal for window floors and can be used in a great variety of other ways. Harmonizes with all kinds
of merchandise. Per bag, about 100 sq. ft $4.00

Order from this ad — we guarantee absolute satisfaction
All Prices F. O. B. Evergreen, Ala.

Southern Wild Smilax

KNUD NIELSEN

Evergreen, Alabama

/ saw it in the September "Merchants Record" — Page 5.?

Cleveland M. Lewis, Lewis Bros.

Cleveland • O. A. Luke, The Higbee Co.

Cleveland A. R. Manus, American Eveready Worki.

Cleveland Fred Olson, The Bailey Co.

Cleveland * Wm. H. Penney, Rawlings, Agnew & Lang.

Cleveland ** Jack Zealor, John Mectes Sons.

Columbus * Carl W. Ahlroth, Union Clothing Co.

Columbus * F. W. Brickner, Max H. Rieser Co.

Columbus * O. C. Orth, A. E. Pitts Co.

Columbus J. M. Piper, Morehouse-Martus Co.

Columbus Carl H. Shank, Kobacker's.

Dayton * Chas. R. Audress, Rike-Kumler Co.

Dayton * Harry H. Cowan, Rike-Kumler Co.

Dayton * L. F. Ditlraar, Rike-Kumler Co.

Dayton * Benjamin Groban, Fashion & Irwin's.

Dayton * Albert Keve, Willner Bros. & Co.

Dayton * Henry W. Lins, The Louis Traxler Co.

Dayton ** H. H. Peeling, The Fair.

Dayton ** Lee Roy Roeser, The Cappel Furn. Co.

Dayton * H. O. Sauer, National Cash Register Co.

Dayton * Geo. B. Scott, The Metropolitan Co.

Findlay * Harold C. Walker, C. F. Jackson Co.

Elyria ** H. A. Burton, Lewis Mercantile Co.

Elyria ** Frank M. Veibeck, C. H. Merthe & Co.

Greenville * Wm. H. Carmey, Eikenberry & Christopher

Co.

Greenville * Ray Fryman, Palace Dept. Store Co.

Lima * E. V. Boyd, Leader Store.

Lima * Scott Carl, G. E. Bleum Co.

Medina * W. R. Curry, Medina Dry Goods Co.

Lorain James J. Howath, The Lorain Dry Goods

Lorain * Karl W. Kurtz, Albin Bros. Shop.

Marietta * Walter K. Best, The Tumer-Ebinger Co.

Marion * Walter E. Arthelm, Jim Dugan.

Co.

Marion ** Otis G. Harrman, Uhler Phillips Co.

Marion ** Charles Warren Klinefelter, Frank Bros. Co.

Middletown E. O. McCurry, The F. Cappel Furniture

Co.

Mt. Vernon ** Raymond H. Oborne, A. A. Dowds D. G. Co.

Norwalk * Loyal C. Stout, C. F. Jackson Co.

Portsmouth * John Y. Dalton, Martings Bros. Co.

Sandusky A F. MacMillan, The Hub & Myers Co.

Sandusky * Armand H. Schnell, Butts & Son.

Shelby Homer Bowers, M. B. Mann.

Springfield Geo. H. Bauer, Kaufman's.

Strasburg * R. H. Garver, The Garver Bros. Co.

Summit * Frank Hischke, Fildtke Bros.

Tiffin * E. D. Leidy, The F. K. Holderman Co.

Toledo * Arthur Marshall, Lasalle & Kock Co.

Toledo * James McDonald, Lasalle & Kock.

Toledo • A. J. Becker, The Lamson Bros. Co.

Toledo * Thos. K. Bodell, Thompson-Hudson Co.

Toledo • C. A. Bush, The John Mockett Co.

Toledo * Claude L. Clary, La Salle & Koch Co.

Toledo • H. L. Emory, W. L. Milner Co.

Toledo * Will E. Flint, Jr., Thompson-Hudson Co.

Toledo • Fern L. Kettel, Lamson Bros. Co.

Toledo * Geo. J. Klein, La Salle & Koch Co.

Toledo * Paul E. Landis, Shasteen Studios.

Toledo * Arthur Wm. Merry, B. R. Baker Co.

Toledo C. J. Niehouse, Nopper-Salm.

Toledo * Melvin A. Pease, Gross Photo Supply Co.

Toledo * Walter Rahman, La Salle & Koch Co.

Toledo • M. J. Rydman, The J. J. Freeman Co.

Toledo * Joe Ronan, La Salle & Koch Co.

Toledo * Robert Stuart, W. L. Milner & Co.

Toledo • Chas. W. Sullivan, S. S. Kresge Co.

Toledo Gilbert W. Teal, La Salle & Koch Co.

Toledo • Wm. H. Teal, La Salle & Koch Co.

Toledo * Adolph C. Wacha, Thompson-Hudson Co.

Toledo * F. W. Whitney, Tiedtke Bros. Co.

Toledo ** P. E. Greiner, W. L. Milner & Co.

Wadsworth ** Samuel Klein, Klein Bros.

Youngstown Harry W. Baker, Chas. Livingston & Sons.

Youngstown * Morris L. Black, Strauss-Hirshberg Co.

Youngstown * J. F. McNamara, B. McManus Co.

Youngstown ** Loran C. Morris, The Geo. L. Fordyce Co.

Zanesville * C. M. Shrider, A. E. Starr Co.

OKLAHOMA

Muskogee * Ross H. Loomis, Walk-Over Boot Shop.

Muskogee W. R. Harre, W. R. Harre Co.

Okmulgee * Grover Clevclaml, Mgr., Walk-Over Boot

Shop.

Okmulgee * R. J. Rcnon, Fulford D. G. 0 >.

Pawhuska '•Chas. F. Ray, Hunt & Son.

Pawhuska * Barney W. Rodfus, Osage Merc Co.

Tulsa ♦ Wm F. Helfrich, Hunt Co.

Tulsa * G. E. Wheete, Vandever's.

Tulsa * O. E. Wheete, Halliburton-Abbott Co.

OREGOH.

Portland * Malcolm J. B. Tennent, Meier & Frank Co.

PENNSYLVANIA

Allentown * Eugene S. Shankweiler, Will H. Koch, 942

Hamilton St.

Altoona * John F. Herbert, The Gable Co.

Braddock * James A. McLean, Katz & Goldsmith.

Braddock L. Mendel, Mendel's.

Carnegie ** Lee Wilson, W. W. Edinger Co.

Conhellsville ** C. E. Huss, Wright-Metzler Co.

Harrisburg ** Jos. Seltzer, Dives, Pomeroy & Stewart.

Johnstown Wm. E. Gillespie, John Thomas & Sons.

Johnstown * H. J. Chadwick, Penn Traffic Co.

Lancaster * Harvey M. Shaas, Watt & Shand.

Lancaster E. C. Weaver, M. T. Garvin & Co.

McDonald ** Jules E. Carlier, Toggery Shop, J. C. Levin.

McKeesport * Ben Marowitz, Nugent's.

Meyersdale ** L. H. Deal, Miller & Collins.

McKeesport * Max G. Gold, The Famous Co.

New Castle C. H. Barton, New Castle D. G. Co.

Oil City * Alfred Hoag, C. H. Smith Sons Co.

Oil City **W. H. Johnston. The Printz, Inc.

Philadelphia • Jerome A. Koerber, Strawbridge & Clothier.

Pittsburgh John Miller, Sanders Candy Store.

Pittsburg * Benj. H. Ali)en, National Display Service.

Pittsburg A. T. Benitz, A. F. Lanicher, 419 Federal

St., N. S.

Pittsburg * C. W. Brown, McCallum Co.

Pittsburg * B. W. Christophel, Frank & Seder.

Pittsburg * Harry Cohen, Lewis Neiman Co.

Pittsburg * Carl F. Goettmann, Joseph Home Co.

Pittsburg Bruno Warmbt, E. W. Nuttig.

Reading Frank Ennenhout, Dives, Pomeroy & Stew-

art.

Scr.mton Ch.irles Ellison, International Corres. Schools.

Sharon G. W. Hubbard, W. W. Moore Co.

Sharon ' R. T. Shaffer, The Gluck Stores Co.

St. Marys Albert F. Marsh, Ball, Karl & Hyde Co.

Uniontown * A. V. Bates, Wright-Metzler Co.

York * Wm. C. Knoderer, Bon Ton Dept. Store.

RHODE ISLAND

Providence ♦ Howard C. Craft, Belcher & Loomis Hdwe.

Co.

Providence * J. Ponce, Dimond Co.

Providence ** Fred J. Wagner, Shepard Co.

TENNESSEE

Chattanooga * Preston W. Voigt, McClure Clo. Mfg. Co.

Knoxville R. J. Baiter, Anderson-Dulin & VarnelL

Memphis * A. E. Baer, J. Goldsmith & Sons Co.

Memphis * J. F. Bronsing, Bry, Block Merc Co.

Memphis * M. A. Winn, 1665 Lamar Bvd.

Nashville * Walter B. Werner, Castner-Knott Co.

TEXAS

Beaumont * O. G. Kuler, White House D. G. Co.

Beaumont. . Geo. E. Newland, Rosenthal's.

Dallas ** D. Byrd Coleman, Titche-Goettinger.

Fort Worth * D. Kuykendall, Monnig Dry Goods Co.

Fort Worth • A. L. Meadows, Washer Brothers.

Houston Jack Ralston, Levy Bros. Dry Goods Co.

Laredo ♦» P. J. Matzow, Aug. C. Richter's Dept.

Store.

Paris * Lex Myer Buchanan, Burton-Peel D. G. Co.

Paris • L. L. Wilkins, Jr., Crook-Record Co.

Plainview " Allison B. Chambers, Carter-Houston's.

San Antonio G. H. Patrick, Washer Bros. Co.

Temple ** C. C. Leatherwood, Raddy Brothers.

WEST VIRGINIA

Charleston • W. M. Eberly, Coyle Richardson.

Charleston... • Jack Epstein, United Dollar Store Corp.

Charleston * Jas. M. Evans, Diamond Shoe & Garment

Co.

Charleston * H. E. Grace, The Charleston Gazette.

Charleston * J. E. Hancock, Schwabe & May.

Charleston * M. L. Hoflfstadt, Peoples' Store.

Charleston ". . * M. C. Nelms, Kaufman Bros.

Charleston • Homer H. Seay, The Walker D. G. Co.

Huntington ** F. S. Radcliffe, Geo. H. Wright Co.

Huntington * Oscar F. Ryan, Anderson-Newcomb Co.

Parkersburg *" W. H. McClair, F. H. Markey.

Parkersburg •* F. Stuart Markey, F. H. Markey.

smmiiiuiiiiinminiiiiiiiwiiiiiiiiuiiiiHiiiiiniiiiHuiiiiniiiiiiiiiiiHiinniiiiiiniiiiiMMiiiHHiiiinniHiiiinHiiiiHniiiMuiiniininMniiniiiiiniiiiiuiniiiiiriiMiiiMiniiMiiiiiHnniiiiiniiiiiiuiin

SninuiiiiMiiiMiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiuiiiiiiiiiu

RICH, SHOWY, INEXPENSIVE

Autumn Decoratives at Prices that
Defy Competition

Beech or Oak Branches, natural preserved, fireproof, 3 to 4 ft., best
selected stock in red, green and tan or a combination of these colors
blended in each branch to create a wonderful autumn effect, per
100 $10.00

Natural Preserved Heather Tree, with Papier Mache Stand and Jarde-

niere, total height 5 ft.; complete, $10.00; per dozen $100.00

Heather Trees can be furnished in any design or color, and will make
splendid window or interior effect. Price of other size gladly fur-
nished.

Maidenhair Ferns — Fireproof, selected sprays in green, autumn
shades or any color. Per 100 $4.50

Asparagus Ferns — ^Natural preserved, all colors, 18 to 24 inches. Per
100 $6.00

The above are just a few numbers from our big line of Art Floral Decorations
to show you our low prices on standard, high-grade goods. We will be glad to
submit samples free of charge.

J. HARTWIG CO.

28-32 PellinKton Place, Brooklyn, New York Show Rooms, 24 West 30th St., New York Citr

iiininiiiiHiuinHiiiiiiniHiiiiiiiiiininHHiMiniuiiiiiiniiiiniiiiuiiuiniiuniniiMiiiiniHiniiuiniiiiiiHMMinniiiiiiiiitiiiniiiiiiiiiiMiiiiiiMniiiiutiiniiiiiiimminiiHiinimiiiiaiiiin

Be the First

to dbplay this beautiful bust of

Senator Warren G. Harding

in your city. Direct from the studio of George
H. Honiit, Indiana's foremost artist and sculptor.
Life size, 19 inches high, base 8x10 inches, egg
shell finish.

Prepare Now for Election Day.

Delivered Express Prepaid, for

$5.00

Send money order or check with order.
Quantity prices upon application.

A. P. LAHR & SON, EvansvUle, Ind.

Newest self standing
tango form

A GOWN displayed upon this grace-
ful, classic Frankel tango figure is
doubly enchanting to the woman
whose eye you want to reach.

Established 1888

= 1146 Broadway
= at 27th St.

4>iiiiiiii{]iiiiiiiuiiiaiiiiiiiiiiiic]i

Phone =

Madison Square s

1490 3

iminiiiinniiiiarnminint^

/ saw it in the September "Merchants Record" — Page 55

Minneapolis Club that Will Assist in Staging 1921 I. A. D. M. Convention

WISCONSIN

Appleton * A. D. Weller, Thiede Good Clothes.

Fond du Lac * C. L. Atkinson, J. C. Penney Co.

Janesville ** H. W. Duncan, Chas. A. Levy.

Janesville ** Louis Sitner, J. M. Bostwick & Sons.

La Crosse * Carl A. Semfch, Wm. Doerflinger Merc. Co.

Madison ** A. Andelson, Andelson Bros.

Madison * A. W. Bareis, Crescent Clo. Co.

Madison * Wm. T Diesen, The University Co-op.

Madison * Robert N. Keeley, Keeley-Nickerman Co.

Madison * Leo. J. Fay, Keeley-Nickerman Co.

Madison * Chas. Zach, Schumacher Shoe Co.

Madison * Halle Olstadt, R. L. Schmederaan & Co.

Merrill * George McKay, Livingston Merc. Co.

Milwaukee O. R. Keup, Boston Store.

Milwaukee * Oscar W. Raralow, Boston Store.

Phillips * Abe Levitt, Levitt's.

Racine * Theodore Schloerb, Schroeder Dry Goods Co.

Rhinelander * Herbert M. Goldberg, Goldstone's.

Sheboygan * John P. Wissink, J. W. Jung Co.

Watertovvn * Loid Atkinson, J. C. Penney Co.

Watertown. ** Harry A. Miller, Wm. F. Brandt & Son Co.

CANADIAN LIST

Brantford Geo. Sharp, Ogilvie, Foshead & Co.

Brantford ** E. H. Welch, E. B. Crompton & Co., Ltd.

Edmonton * W. Oliver Johnson, Johnstone Walker, Ltd.

Guelph • Wm. S. Hay, Wm. Hay & Sons.

Hamilton »* Edgar Clark, Finch Brothers, Ltd.

Hamilton * Stewart N. Clark, Begg & Co.

Hamilton J. J. Fleming, G. W. Robinson & Co.

Hamilton •♦Hugh Miller, Stanley Mills Co., Ltd.

Hamilton Alfred P. Moflfatt, Grafton & Co., Ltd.

Hamilton • Wm. G. More, G. W. Robinson Co., Ltd.

Hamilton ** W. C. Simon, R. McKay & Co.

Hamilton ** Gordon E. Stayzcr, Shannon & Grant, Ltd.

Hamilton • Fred Vollmer, Murray Sons, Ltd.

London * W. R. Short, Smallman & Ingram, Ltd.

Montreal • J. D. Bcrard, J. H. Blunicnthal's.

Montreal • Edw. K. Lummus, Almy'.s Limited.

Montreal ** E. Lcmieux, Goodwin's Limited.

Ottawa • Fred Ashfield, Bry.son Graham, Ltd.

Ottawa ** H. R. Westlake, Murphy-Gamble, Ltd.

Regina * F. A. Peachy, R. 11, Williams & Sons. Ltd.

Sarnia, Ont Thomas Cooper, Modem Art Signs.

Sarnia, Ont Frank H. Ferguson, Modern Art Signs.

Sarnia, Ont Wm. J. Burns, Modem Art Signs.

Toronto A. E. Apted, T. Eaton Co.

Toronto * C. H. Bray, Holt-Renfrew Co., Ltd.

Toronto * W. A. Clarke, Murray-Kay Co.

Quebec, Can J. H. Roy, The Paquet Co.

Toronto, Ont * F. G. R. Lacey, Fairweather's, Ltd.

Toronto, Ont * H. C. Macdonald, Murray-Kay Co.

Toronto, Ont ♦* E. G. Maynard, T. Eaton Co.

Toronto, Ont G. H. Perry, Josephine De Witt.

Windsor ♦»J. W. Smieton, C. H. Smith Co.

Winnipeg, Can ** W. D. Holt, Robinson Co., Ltd.

Winnipeg, Can * Gerald R. Mac Greger, Hudson Bay Co.

Winnipeg, Can ♦ H. C. Macpherson, Holt-Renfrew's.

Winnipeg, Can R. H. Vankirk, Chevner & Sons.

Woodstock, Out * P. R. McLean, John White Co.

Montreal, Can ♦ J. P. Doyan, Henry Morgan.

London, England Edw. N. Goldsman, Selfridge & Co., Ltd.,

Oxford St.

DETROIT LIST

Detroit * Joseph Ahrens, Lion Dry Goods Co.

Detroit Max B. Anton, Kwality Shirt Shop.

Detroit • Alvin G. Anderson, Kline's

Detroit Apex Show Card Service.

Detroit • Geo. G. Arensmeyer, Gorman Clo. Co,

Detroit • Roy O. Barber, Harry W. Watson Co.

Detroit * Robt. J. Benning, Bcnning Decorating Co.

Detroit • C. A. Betteridge, Free Lance.

Detroit • J. H. Blecher, J. H. Blecher.

Detroit • Herbert H. Bristow, Richard's.

Detroit • Roy L. Brown, B. Siegel Co.

Detroit • G. F. Clark, Modern Display Equipment Co.

Detroit • Emile Conider, R. H. & J. Dowler.

Detroit • Russell A. Corbin, Central Cigar Co.

Detroit Lewis Cosgrove, Rorabaugh-Brown.

Detroit • H. A. Cox, Hcyn's Bazaar.

Toledo • Irving J. Crabb, Stem's.

Detroit • O. J. Grouse, Gray's Clothes, Inc.

Detroit • Edw. F. Cushraan, Schmitz & Shroder.

Detroit •• H, R. De Vol, Benning Decorating Co.

Detroit • L. Doner, Kern's.

Detioit • Hector J. Droncllard, Crowley, Milner & Co.

Detroit A. F. Egalite, Miller's Jewelry Store.

Natures Own Decorations

They Cannot be Imitated — Much Less Improved Upon

Southern Wild Smllax

(Magnolia foliage same price as Smilax.)

The most exn'ilsitely beautifu] evergreen vine in existence. Prices and capacity
as follows. No advance in prices since war started.

Case No.

Covers Approx,

Weight

Price

1
2
3
4
5
6

lOO sq. ft.
200 sq. ft
300' sq. ft.
400 sq. ft
500 SQ. ft.
600 sq. ft

15 Ihs.
20 lbs.
25 lbs.
30 lbs.
40 lbs.
30 lbs.

$1.00
2.00
S.OO
3.50
4.00
4.50

The greatest of artists can only imitate nature; so why should you use
imitations when you can get nature's own unrivaled products for less money?

Try our natural Southern greens for the coming season and you will find
them the most satisfactory of all decorations. They are carefully selected,
well packed and are only a few hours from the trees when you receive them.
We guarantee every order to be satisfactory.

SABAL PALM LEAVES

MAGNOLIA FOLIAGE

LONG NEEDLE PINES

CHAMAEROP PALMS

HOLLY

FADELESS MOSS

SOUTHERN GRAY

MOSS

All of these greens
can be supplied in any ^^^^^^ps:=^^^r= n ■■ " i
quantities. ^^^^^^E==^^^»=^^^^^a^fc=^ >

Our quotations are F.
O. B. Evergreen.

Long Needle Pines

Beautiful as a palm in decoration; attractive in the
^11 rivrl /> f \vindow; splendid sellers for church or house decoration.

/iU UrdSTS If yon propose handling "greens" for profit, try them.

Cl,:i,h«J Each Dozen Hundred

C^ntppea o feet high $0.10 $1.00 $6.00

Prnmhtlv 3 feet high 15 1.50 9.00

rromyiiy 4 j^^ ^^^,^ 20 2.00 11.00

Assorted sizes, 2 to 4 feet 1.50 9.00

Extra large sizes, 5 to 6 feet, $0.50 each.

Caldwell, The Woodsman

EVERGREEN, -:- -:- -:- ALABAMA

The New Fixture They Are Raving About

Have you

Our

store plan-
ning and
equipment
department
is at your
service.

SHOW

CASES

WALL

CASES

UNIT

SYSTEMS

LIGHTING

SYSTEMS

BACK-
GROUNDS
SHELVING

STORE

PLANNING

ETC.

Prompt
Service

Quick

Delivery

ordered yours?

Everything

in the

Fixture

Line
from a
Clothes
Hanger

to a
complete

store

Write for
our latest
catalogue

"Superior

Displays

Bring Trade

Your Way"

single Plateau, size of top 12x24 inches, with dcta<^hable upright,
complete with attachments in any finish, F. 0. B. Factory.

Chicago $35.00

Uprights and attachments only, F. 0. B. Factory, Cliicago. 20.00
steel Band Holder for uprights for use on counters, et&... 5.00

Superior Brass & Fixture Co.

America's Only Complete Store Outfitters

316-318 West Jackson Boulevard, CHICAGO, ILL.

p. S. — ^Are Tou on Our Mailing List! If Not, Why Not?

£<nillllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllNllllllllllllllllllllllllllllllllllllllllIIIIIIIIIIIIIIH

An attractive window is a valuable asset. Our Fix- |

tures make windows attractive. Send for our FREE |

Catalogue of Fixtures and Suggestions how to use |

them. 1

Artistic Wood Turning Works |

Formerly Polay Fixture Service M

515 N. Halsted St., Chicago, HI. |

FIXTURES WITH A NATIONAL REPUTATION 1

|i|ID|i|iiiiffliiiiiiimiiii ] I uiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiLiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiriuiiimiiiriiiiiiiiiiiinillllliig

/ saw it in the September "Merchants Record" — Page 57

Detroit Morris Elinoff, Cohn's Quality Shop.

Detroit * Chas. E. Ely, Cunningham Drug Co.

Detroit * William Evans, E. J. Hickey Co.

Detroit •• W. Fagan, United Shirt Shop, Inc.

Detroit * J. M. Fabry, National Shirt Shops.

Detroit * Roy O. Faust, Weil Furniture Co.

Detroit * M. J. Foreign, Finsterwald CIo. Co.

Detroit * Edward Eraser, Ernst Kern Co.

Detroit * L. Kunkhouse, Goldie Clothes.

Detroit * S. Fraukce, S. F. Bazaar.

Detroit * M. E. Gibbs, Finsterwald Clothing Co.

Detroit Alfred M. Gouldon.

Detroit * Herman W. Greene, Modern Display Equip-
ment Co.

Detroit * John D. Greene, Modern Display Equip-
ment Co.

Detroit * J. F. Hall, 1601 W. Grand Blvd.

Detroit * A. Hansen, F. G. Clayton Co.

Detroit * Roy H. Heimbach.

Detroit *' Fred J. Held, Sell Co.

Detroit * Ray V. Holmes, Jno. Jos. "Witkowski &

Sons.

Detroit C. H. Holmes, CriU & Co.

Detroit * Arthur F. Holrauf , Detroit School of Let-
tering.

Detroit * Bert M. Holmes, Friedberg's Jewelry Store.

Detroit * H. R. Holmes, Square Deal Miller.

Detroit Fred Hughes, Hughes & Hatcher.

Detroit * Freeman G. Hume, Walk-Over Shoe Co.

Detroit N. C. Jacob, Worth & Co.

Detroit * Jerome Jeffrey, Newcomb-Endicott Co.

Detroit * J. Jeams, J. L. Hudson Co.

Detroit * Clarence A. Keckhoefel, J. L. Hudson Co.

Detroit * L. L. Kelley, Newcomb-Endicott Co.

Detroit * C. M. King, Worth & Co.

Detroit Oscar Klausner, Fashion Waist Store.

Detroit J. W. Kotka, A. Krolik & Co.

Detroit * Edward T. Kurzyuski, Hobert & Hobert.

Detroit William R. Kwart, Jos. Wilnowski & Son.

Detroit * E. H. Lenkar, Nopper & Salm.

Detroit * Harry A. Levantine, Free Lance, 449 Lewis

Ave.

Detroit H. L. Lewis, Square Deal Miller, Inc.

Detroit Cecil Lovejoy, J. L. Hudson Co.

Detroit ** Geo. J. Mellert, The Fries & Schuele Co.

Detroit ** Wm. E. Mackelpesh, Byck Bros. & Co.

Detroit H. N. McArthur, Del Vapor Stove Co.

Detroit * T. J. McCormick, People's Outfitting Co.

Detroit * Howard E. McKinnon, Elliott-Taylor-WooH-

enden.

Detroit * W. H. Mitchell, Wax Articles, 662 Roose-
velt St.

Detroit * H. S. Moorehouse, Hudson Co.

Detroit Edw. C. Mortensen, National Shirt Shops.

Detroit F. A. Mott, S. S. Kresge.

Detroit * Joseph Muenzmay, Joseph Muenzmay.

Detroit Frank J. Norman, Dodge Bros. Co.

Detroit * Frank B. Pearson, Scotland Woolen Mills.

Detroit * Emil F. Petrak, R. & H. Shoe Co.

Detroit Emil C. Piepenburg, R. & H. Shoe Co.

Detroit F. L. Pond, Greenleaf Sign Co.

Detroit * Chas. H. Richards, Newcomb-Endicott Co.

Detroit * L. A. Rogers, John D. Mabley Co.

Detroit * C. Benjamin Rush, Grenshaw & Stevens.

Detroit * Herbert W. Sage, J. L. Hudson Sons Co.

Detroit * Walter C. Schoof, Rathsberg & Schoof.

Detroit * W. Rexford Scott, R. H. Fyfe.

Detroit * Richard C. Scott, D. J. Healy.

Detroit * W. H. Shafer, Ernest Kern Co.

Detroit * Louis Shapiro, Free Lance, 622 Roosevelt St.

Detroit C. J. Shower, Cunningham's.

Detroit Ralph Shroder, Schmitz & Shroder Co.

Detroit • E. H. Shotts, C. J. Speth Est.

Detroit * O. M. Smith, Siebler Clothing Co.

Detroit.. * H. G. Solomon, Worth & Co.

Detroit S. Straus, Sun Films Cigar Mfg. Co.

Detroit * John Stiff, Ettlinger's.

Detroit • W. H. Stringfellow, The J. L. Hudson Co.

Detroit Clyde K. Taylor, The Linake Shoe Co.

Detroit L. D. Shawley, L. D. Shawley.

Detroit * Frank R. Thompson, Oettinuer's.

Detroit ^ Walter C. Tomezak, Peter Remedy Co., Adv.

Dept.

Detroit * Geo. Torigion, Heegaard Co.

Detroit •* John Veeburg, George & Henry.

Detroit * K. C. Vizzard, P. Lorillard Co.

Detroit C. W. Wagner. Ernst Kern Co.

Detroit * John B. Warner, S. L. Bird & Son.

Detroit * Paul K. Watkins, Bradford-Hurch Co.

Detroit W. Weir, Weir & Co.

Detroit * C. F. Wendel, J. L. Hudson Co.

Detroit * S. G. Wendel, Finsterwald Clothing Co.

Detroit * C. G. Whateley, Crowley-Milner Co.

Detroit , . . . Frank E. Whitelam, Fyfe's Shoe Store.

Detroit E. C. Williams, Pringle Furniture Co.

Detroit H. Wineman, Peoples Outfitting Co.

Detroit * H. B. Wright, Hughes & Hatcher.

QUINCY, Illinois is soon to have an active as-
sociation of display men affiliated with the I.
A. D. M. John T. Mackey, display manager for
Kespohl-Mohrenstecker Company is one of the
leaders in the perfection of the new club.

Meadows Directs Advertising

DISPLAY men will be interested in the an-
nouncement that A. L. Meadows, the popular
and widely known display manager for Washer
Brothers, Fort "Worth, Texas, has been made ad-
vertising manager of that concern.

Meadows is rated as one of the leaders in the
display profession and has gained unusual distinc-
tion as an expert in show card making. He is a
prominent member of the I. A. D. M.

Teal Bi^ Infuence in L A. D. M.
miLLIAM H. TEAL, display manager for La Salle
& Koch, Toledo, Ohio, and president of the newly
formed Ohio Association of Display Men, for many
years has been exerting powerful interest in the devel-
opment of the International Association of Display
Men and his 100 per cent interest as well as influence
was best manifested during the twenty-third annual
meeting of the I. A. D. M. at Detroit. At this big
event Mr. Teal's display department had 100 per cent
representation, Mr. Teal and his eight assistants be-
ing in attendance. We congratulate Mr. Teal on his
good work, also the progressive organization of La
Salle & Koch. Get the Teal spirit!

Important Display Essentials

IF ARTICLES of merchandise in a window are not
properly illuminated their details may not be clearly
brought out. In selecting the intensity of window illu-
mination consideration should be given to the method
of street lighting. If the store faces on a well lighted
street, much stronger light will have to be used than
would be needed on a darker street. This is necessary
in order to provide the contrast needed to attract the
attention of the passer-by.

Unity of arrangement is another essential, and the
material displayed should belong to one particular class,
rather than a mixed up outlay of unrelated objects.
Frequent changes in the display will enable all the
classes of material handled to be shown.

MR-102. Novelty Vase with Poinsettiaa

This magnificent decoration is 6% feet higli

over all.

Large bouquet of poinsettiaa (chrysan-
themums can be sut)3tituted if desired
for faU) $10.00

Grape drooper, 5 ft. long, with grapes
and foliage 9.25

P.apier mache vase, 4 ft. high, in rich
blue and silver 25.00

Complete, aa shown 44.00

HERE ARE SOME
NEW ONES

^ote the difference in the lines of
our papier mache

These are two of our many attrac-
tive novelties for the fall or holiday
seasons. Both of these numbers
are wonderfully effective.
The vases are large and graceful in
design. The flowers are gorgeous.
You should see these and our many
other specialties before ordering
your next decorations.
Our salesmen cover the entire
United States and Canada and one
of them will be glad to call upon
you.

Send us a post card and make sure that
you will have an opportunity of seeing
our wonderful holiday line. You can
order these numbers, illustrated, com-
plete or separate. Flowers all cloth.

Modern Artificial
Flower Co.

840 North Ave., Chicago

MR-MOI. Novelty Vase with Poppies. A splen-
did decorative featiure tor the FalL
Nine large slUc poppy sprays at $4S.OO per

dozen $36.00

Oak drooper with silver cloth rosea, length

5 ft 15.00

Art papier mache vase, 4 ft. high 20.00

Complete, as shown 70.00

We are in the Front Rank

with our line of

Plush Rugs and Pillows

They are artistic in design and of superior quality
for displaying every kind of high class merchandise.

Window Valances

We have this to say:

We have succeeded in turning out a line where the

emphasis is on Distinction and Quality.

It will pay you to consider us before placing your

order.

Write UB for circnlars.

Karl Roth tt?a%^re"r^ Findlay, Ohio

D I E T Z

DISTINCTIVE
DECORATIONS

You will always find Diefz Dec-
orations to be distinguished by a
characteristic beauty and charm
that places them in the highest
class.

These decorations are designed
for the display man who appre-
ciates true artistic merit. They are
made by skilled workers from the
best materials and the coloring is
as nearly perfect as it is possible to
reproduce nature.

Use Dietz Decorations in your
next windows and you will be
assured of 100% satisfaction.
Write us now

E. C. DIETZ

219 E. 34th Street, New York

/ saw it in the September "Merchants Record" — Page 59

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Movements of Display Men

PE. MASSEY, until recently engaged in the profession
• at Streator, 111., is now directing the display depart-
ment for Julius Benster, Port Arthur, Texas.

1~^ A. DAVIS, formerly display manager for McPherson

•^— ' • ik Edwards, Springfield, Illinois, has resigned and is
now located in Union, Mississippi.

EMIL NELSON, for five years assistant to Display Man-
ager Berg for Bonuit, Teller & Co., New York, has
joined the display staff of Best & Company, New York.

JEROME LEWIS, formerly display manager for the
Lissner Millinery House, Newark, N. J., is now directing
the management of the Up-to-Date Waist Shop, Bridgeport,
Conn.

MILLERMASTER, John Habert and L. S. James, dis-
play managers for the three Schuster stores, Milwau-
kee, were in Chicago recently placing orders for equipment
and decoratives.

E. BUNDY, formerly employed in the profession at
• Fairview, Kansas, has resigned and is now residing in
Holton, where he will soon assume charge of display work
for one of Holton's biggest stores.

HARRY OSMER, formerly of the Wanamaker display
staff, New York City, is now a resident of Shreveport,
La., where he is engaged in the opening of the windows of a
new specialty store.

EDMUND J. CLEAVES is attracting much favorable
interest and comment through the high class display
he is placing in the windows of Abbott Bros. Store, Lewis-
ton, Maine.

CHESTER R. ECHTERNACH, president of the Ladies
Apparel Shop and display manager for the American
Dry Goods Co., Boone, la., was in New York and Chicago
recently on a buying trip.

WE. NELSON, well known New York display man is
• now in Pittsburgh in the capacity of 1st assistant
to O. C. Mac Leod, the new display manager for McCreery
& Company.

RC. BALZER is now in charge of display work for
• Bachrach Bros., Decatur, Illinois. He was recently
in charge of the decorating department of Burk & Co.,
Nashville, Tenn.

D. ROBERTSON, recently in charge of the display
department for Stevenson's Department Store, Eldo-
rado, Kas., has resigned to go to Brandon, Manitoba.

HARRY BIRD, display manager for John W'anamaker,
New York, is due to arrive home soon. With Mr. Bird
on his seven months' tour of Europe was Mrs. Bird.

J EARL METZER, recently display manager for Wil-
> liam R. Zallinger, Canton, Ohio, is now employed in
the profession at Lima, Ohio.

WF. READ, well-known display man, recently with west-
• ern houses, is now on the road representing the well-
known artificial flower manufacturers, E. C. Dietz Co., New
York.

0.'

Company, Pittsburgh, was in Chicago recently, having
been sent on a tour of store and window inspection by his
new employers.

CALLENDER, old-time display manager, has recently

opened his third specialty store. His latest one is located
on Thirty-fourth street, New York City, opposite Macy's.
Mr. Callender has two stores in Brooklyn.

B MATTHEWS, formerly engaged in the profession
• at Santa Ana, California, is now directing the display
department of Bagley's Dry Goods Store, Oxnard, Cali-
fornia.

THOS. F. LIEBREICH, formerly of Eau Claire, Wis-
consin, left Chicago August 24 for Mitchell, South
Dakota, where he has accepted the displaj' manager's post
at Butterfield's.

ML. CONNELL, formerly display manager for Sav-
• age's Department Store, Tuscaloosa, Ala., is now
in charge of the decorating department of Roesbaums &
Sons, Meriden, Mississippi.

FLOYD M. W'lLSON has resigned as display manager
for the Fair Store, Brisbee. Ariz., and has assumed a
similar post with the Brisbee store of the J. C. Penny
Company.

MARVIN O. ZIEGLER, formerly display manager for
the Knoor Clothing Company, Wichita, Kan., is now
directing the window and store decoration for Hanlin-
Lewis Mercantile Co., Newton, Kansas.

C. MAC LEOD, Jr., has been appointed display
manager for McCreery & Co., Pittsburgh, succeed-
ing Chas. A. Vosburg, now director of displays at Macy's,
New York. Mr. MacLeod is a New Yorker having had
15 years' display work under such artists as C. F. Wendel
and Chas. De Vausney.

VERN L. C.A.RSON, for several years advertising and
display manager for the Guarantee Shoe Co., San
Antonio, Tex., has resigned to assume direction of similar
department for three Walk-Over shoe stores in the vicinity
of San Antonio. Mr. Carson is a recognized artist in dis-
play work and copy writing.

No. 44104A Hanging Basket, 27"x20", filled with
Nasturtiums, Sedium Plants, and
Ferns. Each, $6.50.

Our catalogue No. 44, illustrated in col-
ors, free for the asking.

Frank Netschert

61 Barclay St., New York

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Craftsman Shops

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Designers and Manufacturers

of Exclusive

Store and Window Furnishings

TKe Craftsman SKops

(Incorporated)

il 113-117 Wisconsin St.

Milwaukee, "Wis.

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Use Feldman's

Humanized Wax Figures
In Your Fall Displays

Feldman's Wax Figures will give class and
distinction to any merchandise that you
show with them. They have a charm and
grace that catches the attention and turns
the passerby into a customer.

You will find that any garment looks better
on a Feldman Figure.

Send for Our Catalog

We also manufacture valances, artificial
flowers and original novelties.

Feldman Fixture Co.

22-26 W. 30th St. New York

I saw it in the September "Merchants Record" — Page 6l

'"Tk

FoT- Our CAdveT-tiser^s

Combining Originality, Quality and Economy

In competition with fixtures produced by the best known
manufacturers in the country the line manufactured by The
Craftsman Shops, Milwaukee, Wis., and exhibited at the 23rd
annual convention of the I. A. D. M., held at Detroit recently,
won the distinction of being the most beautiful, distinctive
and practical fixtures ever seen on the American market.
The country's greatest artists passed this judgment which
was the unanimous opinion of convention delegates.

The Craftsman Shops are under the direct supervision of
recognized artists and authorities in the designing and manu-
facture of store and window furnishings, and through this
association of skilled directors display men will be given
products of original designs and highest quality. In a word
Craftsman products combine originality, quality perfection
and economy.

The Craftsman Shops are excellently prepared and unusu-
ally fitted to supply any item in store and window furnishing,
and maintain for the service of all merchants and display
men undoubtedly the most efficient service department in
store and window problems in the country. Of particular
interest are the new designs in wood fixtures, backgrounds,
panels, screens, paintings, tapestries, exclusive lamp bases, and
lamp shades, etc.

The prestige gained for Craftsman products at the Detroit
convention was obtained in competition with the best known
fixture houses, and the Craftsman management desires the
future success of its products be gained through comparative
tests. The offices and show rooms of The Craftsman Shops
are located at 113-117 Wisconsin St., Milwaukee, Wis.

C4 Notable Exhibit
One of the most notable exhibits made at the Detroit
Convention of the International Association of Display
Men was that of the Decorators Supply Company of Chi-
cago. This house is known throughout the world for the
excellence of its splendid line of wood display fixtures and
other window furniture and equipment and the exhibit at
Detroit was remarkably complete.

Fixtures and furniture were shown in designs covering

practically all of the wide range of desirable period styles.
Among these styles were included the Directoire, Japanese,
Adam, Colonial, Italian, Empire, Roman, Classic and
others that are especially favored b)^ display men. The
period styles as employed by the Decorators Supply Co.
are used with remarkable effectiveness. The general char-
acter and salient lines of each style have been reproduced
with notable purity and accuracy, yet the designs have
been adapted with great cleverness to the requirements of
window display. While each fixture is notably perfect in
an artistic sense, everyone is also designed distinctly for
service. The basic idea back of the entire line has been to
combine true beauty with practical utility.

In connection with this display, exceptional interest
was shown in a number of window backgrounds, panels
and screens that were a part of the exhibit. These also
were in handsome period styles and the variety presented
a range of selection calculated to suit any taste. An im-
portant feature of this display lay in the fact that the mer-
chandise shown consisted of regular stock numbers and
was not made up or finished especially for the occasion.

The Decorators Supply Co. is admirably equipped to
produce window furniture of the highest type. The fac-
tory is of ample size and is fitted with the most modern of
mechanical appliances for turning out accurate work on a
minimum production cost. This efficient plant is manned
by a big force of capable workmen, each of whom is a spe-
cialist in his particular line. The finishing department is
operated under a system of critical inspection which makes
imperfect workmanship an impossibility.

The designers for this house are constantly developing
new ideas and improvements which make all of the cata-
logs of the Decorators Supply Co. of unusual interest to
merchants and display men.

New N- P. P. Co. Salesman

Walter R. Nelson, formerly display manager for the
Dayton Dry Goods Company of Minneapolis has left that
position to become a salesman for the Natural Plant Pre-
servers Co. of New York. He will cover the Twin Cities
Territory and the central west with this well known line.

Mr. Nelson is widely known as a clever display man
and while with the Dayton Company the windows of that
store were handled in a resultful and highlv efficient man-

Decorators Supply Company Exhibit at vhe Detroit Convention

No. R-111 Wall Pocket— Made of
reed, painted in any color. Filled
with beautiful two-tone roses.
Height 18 in Complete as il-
lustrated $4.75.

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I Your Copy of Our Catalog I

I BETTER DISPLAY |

I for I

j LESS MONEY |

I Contains hundreds of illicstra- |
I tions of better merchandise at |
I the right price. |

I IT'S FREE— WRITE TODAY |

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Our Fall Catalogue

is called

'^Better Display for Less Money"

And that is just what Service Artificial Flowers
will do for you. Our price, which is one-third to
one-fourth the price of imported decorations, is
made possible through the use of newly designed
labor-saving machinery.

Compare Prices

Get our catalogue at once so that you can com-
pare prices — this will show you at a glance the
worth-while saving you will make and also ac-
quaint you with our complete line of artistic and
beautiful artificial flowers.

DON'T LAY THIS ADVERTISEMENT ASIDE
UNTIL YOU WRITE FOR OUR CATALOGUE

Service Artificial Flower Co.

1307-1309 Clybourn Avenue
CHICAGO

ner. His experience as a practical display man will stand
him in good stead as a salesman of high class decoratives
as it is his purpose to place his broad knowledge of dis-
play at the disposal of any customers who may require
advice or suggestions.

The Natural Plant Preservers Company announces
a notable line for the coming holiday season. Martin
Mittelmark of this firm has just returned from an ex-

Walter E. Nelson

tended trip through Europe where he was able to secure
a splendid line of floral and other novelties that have never
before been shown on this side of the water. This line
of select importations and the latest products of the New
York factory will be shown throughout the country dur-
ing the next few weeks.

Flower Salesmen Out

The salesmen of the Modern Artificial Flower Co. of
Chicago are now out on the road with a remarkably fine
line of holiday decorations. The line this season contains
many novelties that have not been shown before and which
have not been published in the catalog of this company.

The salesmen representing this company are Arnold
Abrams, Canada and New York; Harry Green, south;
Boyd T. Baker, central west and Murray A. Winner, cen-
tral east. It is the purpose of these salesmen to cover
the entire country as fully as possible. It is suggested
however that display men drop the firm a line to insure
their being called upon.

New Decoradons

A new Christmas catalog has just been issued by the
Schack Artificial Flower Co. of Chicago, and as usual this
interesting book will be the means of introducing a num-
ber of new ideas in the matter of decorations.

One of the innovations that will appeal to most dis-
play men is the metallic "Baby Aster" which is a flower
that is remarkably attractive and entirely different from
anything heretofore produced in this line. The flower it-
self is an exquisite creation and the foliage is also won-
derfully effective. Undoubtedly the "Baby Aster" will
meet with an enthusiastic reception from display men who
are on the lookout for new ideas.

The new Schack catalog shows a great variety of de-
signs in full colors which makes the matter of selection
an easy matter for the display man. Those who do not
receive the Schack catalogs regularly will do well to write
for this one.

^'^Wm

My new cata-
log for 1921

contains a complete list of everything the
sign and show-card writer uses.

D. S. of L. Blue Handle

Brand Brushes and Supplies

for every purpose are listed and illustrated. Your
favorite brush is there. We have a large showing
of French made brushes. We invite you to write
for our newest catalog. A postal request will do.

Save Money on Your Supplies

You not only buy better supplies from us, but you
will save money. Hundreds of stores doing their
own show-card work use "Strong's" supplies. The
best card-writers and sign-men, are big users. You
need our catalog as a guide to safe and economical
buying of lettering tools and materials.

Save Your Money on Your Supplies

Address, Supply Department

DETROIT SCHOOL OF LETTERING

Chas. J. Strong, Founder
Established 1899 DETROIT, MICH.

DEVOE Show Card Colors

are approved
by the card
writer by
reason of
freedom in
working, with
clean, sharp
lines, covers
every need
and the qual-
ity cannot be
excelled.

Ask for Color
Card.

Use DEVOE Show Card Brushes for best results
Leading dealers everywhere sell Devoe Products, or

DEVOE & RAYNOLDS CO., INC.

New York
BuGfalo

Chicago
Denver

Kansas City
Minneapolis

New Orleans
Cincinnati

KicHLER Valances

Have a distinction and individuality of
their own. They are designed to satisfy
the demands of particular merchants and
display men.

If you are looking for exclusiveness, novelty
and beauty combined with moderate price, you
will find it in any Kichler Valance you may se-
lect.

If you know the kind of design you want, send
us a sketch and we will reproduce your ideas
accurately.

If you are uncertain as to a suitable design,
we will be pleased to submit colored drawings
based upon any suggestions you may make.

You will be particularly pleased with our
treatment of monograms and trade-marks.

Send for our catalog

The L. A. Kichler Co.

717 Lakeside Ave. N.W. Cleveland, 0.

TRADE

An Ideal Fabric

for

Shades and Valances

Our Standish Mills Homespun is a wonderfully
satisfactory material for shades, valances, floor
mats and window draperies.

Homespun has lots of character
and style. It is closely wo%'en in
natural color and will wear like
iron.

Makes up beautifully with ap-
plique designs, or can be stenciled
or painted in endless pleasing
effects.

If you are going to order puffed
shades, valances, or any other win-
dow draperies, send first for a
sample of Homespun. You will
like both the material and the
price. In natural color only, 40
inches wide.

We carry a great variety of art fabrics adapted
to window decoration. Tell us tvhat you need.

ELMS & SELLON

906 Broadway New York

309 W. Adama St. Chicago 2 N. 11th St.. Philadelphia

52 Chaancey St.. Boston 742 Market St, San Francisco

/ .\a:v it in the Scftember "Merchants Record" — Page 64

DISPLAY MEN

YOU MUST HAVE THE

NEW

CATALOG

FOR PROPER CARD WRITING
MATERIALS

It*s ready for you

WALLBRUN, KLING & CO.

327-29 So. Clark Street

Chicago, 111.

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T first sight

Mutual Flowers
will appeal
strongly to
displaymen
of good taste
because of
their exceptional beauty and dis-
tinctiveness. The very reason-
able figures at which these flow-
ers are priced makes them doubly
satisfactory by those who appre-
ciate real values.

We have a splendid line for the holiday
season, and will be pleased to send you
our latest catalog. After comparison, we
believe you will concede our values to be
the best on the market.

Mutual Flower Co.

82 West Third Street, NEW YORK

DISPLAY ROOM: 1142 BROADWAY.

The New

Leon Cane Attachment

Converts Your Canes Into Clever
Display Fixtnres

Creates snappy shirt units,
neckwear, hosiery and hat
displays — new and original
show^ card holder, effective
boxed goods and jewelry dis-
plays.

iiiiiiiiiiiiiiiiiiiiimiiiiiiiii

fHE LEON
CANE AT-
T A CHMENT
is quickly at-
tached or de-
tached to your
canes, and will
not mar or
scratch the
finest finished
cane.

IIIIIIIIIIIUIIMIIIIIIIIIIIIIII

Send for the LEON CANE
ATTACHMENT Booklet.
Contains many practical dis-
plays from, the cane.

MORRIS LEON
MFG. CO.

7119 No. Clark St.,
CSICAGO

IIIIIIIIIIIMIIIIIIIIIIIIIIIIIIII

Make these
displays and a
hundred more
by attaching
the LEON
CANE AT-
TACHMENT
to your canes,
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

Wide
Awake Mer-
chants Look to
Us for a Solution
of Their "WINDOW
DISPLAY'* Problems

Let Us Help You Out of Your
Difficulties with Our Large and
Varied Assortments of Background
Papers, Baskets, Flowers, Etc. A
Trial Order is Necessary to Prove
Their Worth.

Send for Complete Line

DOTY & SCRIMGEOUR
SALES CO., INC.

30 Reade Street
New York

/ saw it in the September "Merchants Record" — Page 65

These Outfits are a Great Investment

These outfits will greatly reduce the cost o( maintaining y^ur
was figures and flesh enameled display forms.

USED BY LEADING STORES IN EVERY
STATE

With This Outfit— You Can Clean
and Retouch Your OwnWaxFigures

SATISFACTION GUARANTEED OR YOUR

MONKY BAOK
No. 1 outfit will clean and refinlBh 100 forms. $1.76
No. 2 outfit will clean and refinish 200 forms. 2. 60
No. 3 outfit will clean and refinish 300 forms. 8. 60
No. 4 outfit will clean and refinish 600 forms. 6. 00
NUEN AMEL is made expressly to clean and
refinish fieah enamel forms. No other prepara-
tion will produce the srtme dull fiesh finish.

IT DOESN'T MATTER HOW BADLY YOUR FLESH
ENAMEL FORMS CRACK, CHIP, OR PEEL OFF

They can be easily repaired Brlth FLUSH HNAMIL
( EMENT and used again for display. FLESH ENAMEL
CEMENT Is easy to apply and dries hard to match the
enamel surface. Fully Guaranteed.
Full Instructions how to use with each outfit.

Pries $i.as

Pries... I.«

Pries 2.50

Price 3.0O

It pays to purchafle la large quantities, age wlU not
affect materials. , „ ^ »

Eyelashes for wai figures. Correctly shaped. Besdy to
tit in place. 50c set, 6 seU $2.50, 12 sets, t4.50. rail
directions with each set. Same as used by leadlnf flgui*
manufacturers.

8 ounces net weight.

16 ounces net weight

32 ounces net weight.

48 ounces net weight.

New Catalogrne 7re*

Harrisburg Wax Figure Renovating Co.

335 Crescent Street, Harrisburg, Pa.

$100,000.00 WASTED

Last year by display men on ruined shirts
and laundry costs. How much did it cost
you?

The use of shirts on clothing display forms
is no longer necessary; the HATCH METAL
NECKBAND and a small piece of material,
12x18, gives you the same effect in less time
at a saving that can hardly be estimated.

$12
per
doz.

$135
per
grs.

The selling appeal of many a well displayed
suit is lost when shown over a faded, soiled
or cheap appearing shirt; use the best ma-
terials in small pieces, at a cost of a few
cents.

Neckband Adjustable to All Size Collars
and Forms

Hatch Metal Neckband Co.

Detroit, Mich. 275 Jefferson Ave., East

Single band sent as sample if desired.

Air Brush Blanks

at Before- War Prices

Display Cards and Price Tickets

Agents send for our new stock list of 11x14
Stock Cards, 150% profit, 2,000 designs, more
than 200 wordings.

Send for Catalog No. 72

APEX SHOW CARD SERVICE

224 Cass Ave. Detroit, Mich.

Is filled with
clever new Mets
for the card
writer and dis-
play man. Send
for It

You Need One

of our Model "D" Air Brushes
to use in decorating your spring
windows. It will more than pay
for itself before the season is
over.

Paasche Air Brushes are made
in all sizes for every Irind of
work. They are best for Show
Cards, Signs and Window Back-
grounds.

1229 WasUngrton Blvd., CHZCAOO

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I BETTER DISPLAY FIXTURES

I MANUFACTURED BY

I D. W. WOODRUFF AND COMPANY

Perfect

Equipment
Perfect

oervice i

Send for Folder |

860 Howard St., |
San Francisco, Cal. |

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Dress vour Fall WINDOWS with Nadeco
Maid VALANCES, Panels and Drape Shades

Kumerous Stock Patterns for Prompt Delivery
Si>eclal DesigHE Drafted Cheerfully

Write for Catalog and Name of Local Dealer

NATIONAL DECORATIVE CO.

510 Federal St., Camden, N. J.

I saw it in the September "Merchants Record" — Page 66

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Want, For Sale, Etc. || Index ^o .CAdvertisej-s j

I All Notices uudev this Department, $1.50 each insertion |
I of 40 words or less, and 30 cents for each additional |

I 10 words. I

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American Lithograph Co 68

Apex Show Card Service ' 66

Art Window Shade Co 68

Artistic Wood Turning Works 57

HELP WANTED— Window trimmer and card writer. Fine oppor-
tunity for am'bitious young man. 215 feet window display. Fine mod-
ern store. Man must be thoroughly capable. Must have the best of
reference as to honesty, character and reputation. Salary $110 per
calendar month. Bonus after six months' service. Merchandise own
use 15% discount. Furnish reference with first letter. Address Yel-
lowstone Mercantile Co., Sidney, Montana.

HELP WANTED— -Man wanted who can trim windows and write
cards by an up-to-date, live wire Central Pennsylvania departnient store,
in a town of 70,000. We have a good proposition to offer the right man.
Apply immediately stating experience, reference and salary expected to
Box 378, care MERCHANTS RECORD AND SHOW WINDOW,
5707 West Lake Street, Chicago, 111.

HELP WANTED — Experienced window trimmer and card writer
for department store. Apply or phone. Mandel Ascher & Sons, 157j
Chicago Heights, Illinois.

POSITION ^VANTED— Ambitious Display Man, 21, wishes per-
manent position with high class store. Three years' experience with
one of the leading stores in Central Illinois. Address Box 380, care
MERCHANTS RECORD AND SHOW WINDOW, 5707 West Lake
Street, Chicago, 111.

FOR SALE — Clothing and furnishings store located in live indus-
trial town in Pennsylvania. Doing good business and best class of
trade. Bad health of owner reason for selling. Address Box 379, care

MERCHANTS RECORD AND SHOW WINDOW, 570i7 West Lake

Street, Chicago, HI.

BE AN ADVERTISING WRITER. Learn in spare hours by
mail. ^ Practical, simplified course gives you the essentials in the quick-
est time. Copywriters and advertising managers make big money.
Trained men and women wanted everywhere. Write for details. Allen
B. Russell, 1101 Bitting Bldg., Wichita, Kansas.

Use ELCO BUTTERFLIES among the flowers in your window
display. Something entirely new. Real butterflies specially prepared
for decorative use. Their novelty and exquisite beauty make them
very attractive. S. C. Carpenter, 62 South Whitney 'St., Hartford,
Conn.

GIMBEL BROTHERS

New York
Require a quantity of

Hand (Key) wound motors
For display work, to
Run about 10 hours

ADDRESS REPLY

WINDOW DECORATING DEPARTMENT

Barlow-Kimnet Co Inside Front Cover

Beaven, E. A., Co 14

Eaumann, L., & Company 14

Bodine-Spanjer Co 6

Botanical Decorating Co. .. .6 and Inside Back Cover

Boyle, E. J., & Bro IS

Bradford, I. L., & Co 16

Butcher, L. O., & Bro 67

Caldwell. The Woodsman 37

Compo-Board Company 2

Contents, Editorial 1

Craftsman Shops, The 61

Curtis-Leger Fixture Company Back. Cover

Daily, Bert L

Decorators Supply Co

Detroit School of Lettering •64

DeVoe & Raynolds Co., Inc 64

Dietz, E. C

Display Manager's Hand Book of Decorations. .
Doty & Scrimgeour Sales Co

S3
S

Elms & Sellon 64

Feldman, L. A., Fixture Co 61

Frankel Display Fixture Co 55

French Wax Figure Co 3

Gasthoflf, J. F., & Co.

.66,

Harrisburg Wax Figure Renovating Co

Hartwig, J., Co 55

Hatch Metal Neckband Co 66

Hecht Fixture Co 18

Hess, G. Wallace 17

Hunt-Crawford Co 12

Imans, Pierre 12

Kawneer Mfg. Co IS

Kichler, L. A., Co 64

Koester School, The 49

Lackner Co., The IS

Lahr, A. P., & Son 55

Leon, Morris, Mfg. Co 65

Lyons, Hugh & Co 2

McKenna Brass & Mfg. Co., Inc 9

Melius & Cowley 3

Melzer, S. M., Co 68

Messmore & Damon. Inc H

Modern Artificial Flower Co 59

Mutual Flower Co 65

National Decorative Co., Inc 66

Natural Plant Preservers Co 8

Netschert, Frank 61

Newcom'b, E. R , 68

Nielson, Knud 53

FOR WINDOWS AND BACKGROUNDS

Use Silk Plushes. Velours, Felts, Cretonnes
Tapestries and Sunfast Draperies

Write lor Samples and Prices

F. A. RAUCH & CO.

410 South Rfarket Street. CHICAGO, ILLINOIS

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Air Brush Stencil Designs |

|S 11x14 cut stencils with sketch of each, $5.00 1

I Can be used on different size cards. §

I Our Air Brush Colors won't clog the brush. 1

1 Let us send you circular of designs, §

|L. O. butcher & BRO.^'=^cSi55!^o'.^SS..^^ I

euliniiiiuiiDiiiiiiuiiiiiiiiiiiuiiniiiiuiiiiiiiiuiiwiiaiiiiuMniiinniaiiiiniiaiiiiniioiiiniiiiiuiniiiniiiniuDiiiuiiiniiiniiiiiiMiJuu

Onken, Oscar, Co 68

Onli-Wa Fixture Co 15

Paasche Air Brush Co

Palmeniberg:'s, J. R., Sons, Inc

Pittsburgh Reflector and Illuminating Co.

Rauch, F. A., Co..
Roth, Karl L. B . .
Rumbley Co., The.

66
51
18

67
59
16

Schack Artificial Flower Co 4

Service Artificial Flower Co 63

Show Window Backgrounds 1?

Successful Retail Advertising 19

Superior Brass & Fixture Co 57

Sobel's, David, Sons 10

Timberlake, J. B., &• Sons.

Walbrunn, Kling & Co 65

Wants, For Sale, Etc 67

Welch-Wilmart.h Companies 20

Window Decorative Works 68

Woodruff, D. W., & Co 66

/ saw it ill the September "Merchants Record" — Page 67

HARDWOOD FLOORS

For Your Show Windows

Any carpenter can lay these floors
perfectly at a small cost.

Leading stores throughout the coun-
try have installed our beautiful hard-
wood floors. Send for our handsomely
colored catalog.

E. R. NEWCOMB

Telephone Harrison
730 S. Wabash Atc.

7303

Chicago

Sere's the proper ready-to-fit eyelaslies for wax flfroxes.
Tbe *ame aa we supply to Xeadirig manof actnrers of wax
figrores botb In XTnlted States and Canada.

Eyelashes made of the finest French
stock. Correctly shaped.
Full directions Included enable any per-
son to fit them in place.
Price per set (of four lashes), 60c; six
sets, f2.50; 12 sets, $4-60.

LIQUID IVORY CEMENT -"'L^t^l'^-V!-'

Mends Joints solid as welded iron. Dries hard over night

For broken wax fingers, broken
dolls or anything- where it is nec-
essary for permanent Joining.
Fully Ouaranteed
2 Ounce Bottle, $0.50
4 " " .75

6 " " 1.00

8 " " 1.50

16 " " 2.00

32 " " 3.00

Full directions how to use with each bottle.
HABBISBTTKO WAX FXOTTSE BEWOTATINO CO.
335 Crescent Street Hanlsbnrg, Peuna., XT. S. A.

S. M. MELZER CO.

Display
Fixtures

Show

Forms

Manufacturers of

OUR
^ ^BUSINESS ISTC _
INCREASE YOUR^

>|IISINES;

<3>

Wax

Figures

Brass
Railings

915 Filbert Street

Philadelphia, Pa.

]S^3SSI

ELECTRIC
WELDED

a ■'iiiMMhii.., _ *<imittiii.,.

Best and

Cheapest

Price

Card, Stands,

Easels, Etc.

"Jaxon" Doll Stands
Adjustable 6 Sizes

No. 690

J. B. Timberlake & Sons, Mfrs.

JACKSON, MICH.

1 1 1 iTM ) I ntiu III II infinM ^

A new, original
and effective paper
for artistic win-
dow decoration.

Use it in Your Show Windows

A perfect reproduction of the genuine stone, our onyx

?aper is without doubt the most appropriate covering
or window backgrounds and floors, panels, column^
dividers, pedestals, draping stands, scenic frames,
units, flower boxes and other surfaces.
We also have a new paper that reproduces Circassian
Walnut perfectly.

In stock in convenient size in many beautiful colons
and patterns. Write for

- AMERICAN LITHOGRAPHIC Ca

l»raST.&4TNAVE. NEW YORK

samples

Now being used with
splendid results by lead-
ing display men through-
out the country.

Sllllll

Creators of the Newest Ideas in

iiilil^

I Valances and Panels I

I French Drape Valance a Specialty |

S Write today for our new catalogue and prices ~

I THE WINDOW DECORATIVE WORKS I

= 12S0W. Fourth Street, CLEVELAND. OHIO =

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Make Your Show Windows Pay Your Rent

Our Line o*
Period
Display
Fixtures
Wai Help
You Make
Effective
Window

Displays

Many Sales Are Made on the Sidewalk
New Catalogue No. 93 on Request

The Oscar Onken G).

3748 West
Fourth St.

Cincinnati, OlUo.
V. S. ▲.

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miaai^

i Valances and Shades

I To Your Order for Your Fall Windows

I We are specialists in French Puffed Shadee and can

I offer exceptional values in this line. Send for our new

§ catalog;.

i ART WINDOW SHADE CO.

I 2838 Broadway CHICAGO

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I saw it in the September "Merchants Record" — Paoe 6S

'y^.c€4^i^/t^'JO/99nJi4(m'^^

^^f-C't^.tiX

Display Equipment

Text Books

Free

WHY YOU SHOULD USE THIS
COUPON!

The vital, dynamic relationship between ap-
pealing displays and sales is being driven
home to retailers. Attractive displays in-
crease sales because your windows present
the actual goods directly to the passers-by.
You can test the effectiveness of your v\^in-
dows. Go across the street and w^atch. Do
your displays look right? Do people stop
and look at your windows and then go in
and buy? ARE YOUR DISPLAYS PULL-
ING BUSINESS FOR YOU?

Correct fixtures will accomplish these things.
They are perpetual, never-failing, magnet-
ized salesmen.

Curtis-Ledger catalogs are really text books
on display equipment — printed to help you
select sales-getting equipment. You can
get them free by mailing in attached coupon.

CURTIS-LEDGER FIXTURE CO.

237 W. Jackson Bid. est i869

Chicago, III.

\,X^6^^'%^^^' ^o--^

ly^Qrchants SRecord

^ ShovijZi/inSSw

October, 1920

"^±^£30^.

7»y;«^^

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z: ^ .M5'.,jt ;3r ™i;s:z:su, ■•

tK-jcy-s:?

i»iipiill9lll!tHiilHliiMl§MN!liliBS»Bii§||||Sl8§N

No. 822 C/M

Our New Chicken Model
Costume Form

822/150

THE

MANNEQUIN
PRODUCTS

IS A LINE OF

DISPLAY FORMS
WE ARE PROUD OF

The Merchant who realizes the value of
Display Forms to

INCREASE BUSINESS

is also PROUD of The Mannequin Pro-
duct. That is vs^hy we have become the

WORLD'S LARGEST

Manufacturers of the Best
Line of Papier Mache
Forms on the Market.

Everything in Display Equipment, Wax
Figures, Period Design Wood Fixtures,
Metal Fixtures, Many Original Designs.

Let us send you illustrations and descriptive

matter of our complete line. It is worth while

to write for our new Loose-Leaf Catalogue.

DO IT NOW!

EXE-CUTIVE OFFICES AKD-SHOW ROOiviS " _>

T24* BrOADWAIT

NewYork

Makers of the Fa)iwus Mannequin Products
THE DisMay Forms

New Uptown Exhibition Rooms

1244 Broadway, Imperial Hotel Bldg.,
at 32nd St.

New York, N. Y.

Factories :

Holyoke, Mass.

No. 832 C/M

Our New Chicken Model
Waist Form

OUR BOYS' FORMS
are just as accurate and
fine as our Men's and
Women's Display Forms.

No. 802

Boys' and Oirls'

Forms

Ilin

gME^CHANTS <^ecord

and Show Window

An lUustrated MontKly Journal for Merchants, Display Managers and Advertising Men.

Easterm Office

5001 Woolworth Bldfe.

New York City

Published by

rrhe Merchants Record Co.

PublicationiOffice

5707 West Lake Street
Chicago

SUBSCRIPTION RATES

• In advance, postage prepaid

ADVERTISING RATES

Classified advertisements $1.00 for five lines or less, (additional
lines 15 cents each) each insertion. Payable in advance.
Display rates furnished on application.
Direct all letters and make all remittances payable to the order of The Merchants Record Co., 5707 West
Lake Street, Chicago. Payments made to other than authorized collectors will not be recognized.

United States, Canada, Mexico and Cuba . $3.00 a Year
All Other Countries $4.00 a Year

MEMBER CHICAGO TRADE PRESS ASSOCIATION

OFHCIAL ORGAN OF THE INTERNATIONAL ASSOCIATION OF DISPLAY MEN
Entered January 16, 1903, at Chicago, III., as second-class matter, under Act of Congress, March 3, 1879.

VOLUME XLVII

Contents for October, 1920

Outfitting the Modern Store ----_->.

Psychology of the Eye -,_...- ...

By H. H. Sherrod

Suggestions for Window Backgrounds - - - - -

By A. Luharsky

Opera in the Store Window .---_---■

By Walter W. Hubbard, Jr.

Need of Sales Producing Displays -_--.--

Notes from New York -....,....

By P. F. Purdy

Merchants Record Annual Contest - - - ...

An Editorial ---.-----.-.

Our Monthly Contest --

Our Service Department --- ......

State Street Notes - - - -

How to Make Show Cards - - - - - - - --

By G. Wallace Hess

Merchandising Without Street Cars .....--- 50

By Will E. Flint, Jr.

I. A. D. M. Department - - 52

Who's Who in the Profession - - - - - - - ' - -53

. 58

. . - - . 62

- . 68

Number 4

Pa&e

23
29

34
36

41
42
43
43
44
47

Free Employment Service .........

A Novel Window Attraction ........

For Our Advertisers - - - - - --

Movements of Display Men ........

Arguments for the Ad-Man

Index to Advertisers - - - - - . - - -.- -79

Make Buyers out of Passersby

Hugh Lyons fixtures are built to aid you in attracting buyers inside
your store.

They are found in the better class of stores because they are the work
of men who thoroughly understand the value of attracting attention.
Let us send you our catalog showing our complete line of fixtures and
wax and papier mache forms. Our supplementary catalogs containnig our
period designs will be mailed to you upon request.

Hugh Lyons 6^ Company

Make Buyers Out Of passersby
Lansing- Michigan

NEW YORK SALESROOM
35 W. 32 nd. STREET

CHICAGO SALESROOM
234 S. FRANKLIN ST

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I COMPO BOARD

= To get the desired eflFect (see illus-

E tration) and to build substantial, at-

E tractive, artistic show window back-

E grounds, nothing can take the place of

I COMPO-BOARD. Good plan to have

E a supply always on hand.

E Compo-Board is built with kiln-dried

E wood slats as a foundation, and must not be

E confused w^ith substitutes of so-called board,

E vv^hich are really nothing but pulp-paper or

E cardboard.

E Compo-Board comes four feet wide by 1

E to 18 feet long. It can be sawed in all di-

E rections w^ithout splitting. Compo-Board is

E not affected by heat or moisture, conse-

E quently w^ill not w^arp, buckle or split.

E Send for sample of Compo-Board.

Compo-Board Company

1404 LYNDALE AVE. NORTH
MINNEAPOLIS, MINNESOTA

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/ saw it in the October "Merchants Record" — Page t

SCHACK'S

Christmas Catalogue

handsomely printed in colors and
showing many new and unique dis-
play creations, including the

^Baby Christmas Aster ^

This Christmas Flower Book is

complete guide for holiday decoration,

and we want every display man to i^^^^^^g

have a copy.

MAIL YOUR COUPON TODAY

5% Special Discount on all Christmas Orders Placed

Before October 15th

Plan Your Christmas Display Now

We will book your order for hiture deKvery, thus avoiding
all possible disappointment.

An entirely new line, beautiful and moderate in price, fully
illu^ated in colors. New Chri^mas Cutouts also shown
in colors.

We manufacture a complete line
of Floral Parade Decorations.
Write for our Floral Parade
Literature.

THE SCHACK
ARTIFICIAL FLOWER CO.

1739 Milwaukee Avenue
CHICAGO, ILUNOIS

The Schack Artificial Flower Co.,
1739-41 Milwaukee Ave., Chicago, 111.

Gentlemen : — Please send us at once
Schack's 1920 Xmas Catalog.

Name
Store ,

City .
State

M.R. 10-20

/ saw it in the October "Merchants Record" — Paoe S

Rumbley's Greens

for Your Holiday Decorations

These are not artificial decorations. They are nature's own inimit-
able products which have never been imitated successfully.

Every spray and leaf is perfect in color and shape and our improved
process of preservation gives to these dainty evergreens the same
beauty and charm as when growing in our southern forests.

All Rumbley evergreens are carefully selected and are guaranteed
to be satisfactory in every respect. We believe they will exceed
your expectations as to their decorative qualities.

Use these handsome natural greens for your Christmas windows
and interior decorations.

Natural Decorative Greens

Preserved Foliages

Oak Sprays. Carefully selected in
green, brown or red. Per case of

100 sprays $10.00

Beech Sprays. Best quality in
green, brown or red. Per case of
100 sprays $10.00

We will be pleased to send you
prepaid samples upon request.

Wild Smilax. Dainty and graceful, the most popular
of all Southern greens. Packed in standard cases of

50 lbs. Case $4.50

Magnolia Foliage. A rich, waxy green leaf. Splen-
did for wreaths, etc. Packed in standard cases of

60 lbs. Case $4.50

Needle Pines. A remarkably attractive green for
decoration or resale. In assorted sizes, per

dozen $1.50

Needle Pines, assorted sizes, per 100 $8.00

Palm Crowns. Produces the same effect as a hand-
some living palm. A good seller. Per doz $2.50

Palm Leaves. Very effective and can be used many

times. Per 100 $4.00

Florida Gray Moss. A novel and effective decorative
material. Per 25 lb. bag $2.50

Natural Sheet Moss. Exceptionally good for use on
floors, backgrounds, etc. Per 10-lb. bag $2.50

Sheet Moss, Dyed Green. A thick, richly colored
moss that can be used in endless ways. Per 10-lb.
bag $4.00

High Quality and Prompt Shipments Guaranteed
Send us your order today All prices F. O. B. Evergreen, Ala.

The Rumbley Co., Evergreen, Ala.

/ saw it in the October "Merchants Record" — Pane i

Classic Design

THE DECORATORS SUPPLY COMPANY

ANY attractive ■windo'w displays sell tKe merchandise
offered. WKy not compel the passer to stop — look and
listen to your sales display?

We furnish the Display Fixtures. Send for our
Catalo^"W"sho'win^ many Window Displays of our difierent
period designs.

The Decorators Supply Co.

Archer Ave. and Leo Street
Chicago, U. S. A.

Artistic Window Display FIXTURES have proven
the most profitable advertising for the retail merchant.

/ saw it in the October "Merchants Record" — Page 5

biihliiiluniliiilliiiliiiiiilmilW

Decorations that are Worthy
of the Holiday Season

Christmas, with its season of prodigal buying, opens
the door of opportunity to the retailer but once a
year. This is the one season of the year when decora-
tions must be right.

Holiday decorations must appeal to children and grown per-
sons alike — they must be adapted to the seeison, the store and
the buying public.

Worthy holiday decorations need cost no more than ordinary
ones — it is simply a matter of knowledge and skill in selection.

We can design and supply you with holiday decorations worthy of
the occasion and worthy of your store — and the cost to you will be
reasonable.

We have designs for window^s, interiors, or toy departments, including

backgrounds, panels, screens, and set pieces and specialties in great

variety.

You will find our catalog both interesting and instructive. May we send you one?

THE BODINE-SPANJER COMPANY

Designers and Manufacturers of Decorative Backgrounds for

Show Windows

Phone Diversey 2585

1160 CHATHAM COURT CHICAGO

Artistic Parisian Wax Figures
and Forms

PIERRE IMANS

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Statuary in W^ax

CHEVALIER OF THE LEGION OF HONOUR

BEWARE of copies of my models and
sold as French Wax Figures. Either in
models or execution of same, my own work
is quite different from all other similar
productions and is the only one having
true Parisian style and" chic".

Do not accept figures which do not bear
my signature stamped in the wax.

Ask for my illustrated catalog No. 24,
sent free on request.

Orders received through the medium of
Paris Commission houses.

10 rue de Crussol

Paris, France

/ saw it in the October "Merchants Record" — Paae 6

would Jke
Sumrisedf

The Display Managers Handbook of Decoration

Egyptian Series

By L. S. Janes

This valuable addition to the literature o£
decoration treats of the different methods o£
utilizing the motifs of ancient Egyptian art,
modernized so as to be applicable to YOUR
PARTICULAR NEEDS. Complete back-
grounds, panels, screens, furniture, fixtures,
ornaments, valances, floors, ceilings, lamps,
and dozens of other applications clearly shown
and keyed with a valuable band-made color
chart.

No library or window display and decora-
tion is complete without this treatise on Egyp-
tian Decoration. For convenience use the cou-
pon.

The Merchants Record

5707 West Lake Street
Chicago, 111.

Co.

The Merchants Record Co.,
5707 W. Lake St.,
Chicago, 111.

Gentlemen:

Send me a copy of "The Display

Manager's Handbook," Egyptian

Series, for which I enclose Five

Dollars.

Name

Address

City

State

/ saw it in the October "Merchants Record" — Page 7

q^HROUGH the various steps that
attend the transformation of raw
materials into exquisite decorations, one
guiding principle influences every proc-
ess in our workrooms — character.

Our decorations must have beauty; they
must show quality and originality, but
above all, they must possess that distin-
guishing character upon which their pre-
eminence in the decorating field is
founded.

The artistry of designing, the careful
selection of materials, the delicate work-
manship and skill in coloring: all are
combined to give to our decorations
that character which makes them
worthy of the most capable display men
and the best establishments.
Our holiday line is now being shown
on the road and a card to us will insure
a call from one of our salesmen.

The Natural Plant Preservers Co.

233 Fifth Avenue -:- -:- New York

Northwest Corner of Fifth Avenue and 27th Street

/ saw it in the October "Merchants Record" — Pope 8

I saw it in the October "Merchants Record" — Page 9

Personal Supervision f

of every detail, every working day in the year by our Samuel Sobel, in the manufactur- g

ing of every article we sell, accounts for 90% of our business being repeat orders. J

Repeat orders tell an important story |

of quality, merit of merchandise, and low prices, especially when we have g

openly published the names of our largest accounts. M

The largest chain store syndicates, whom we have helped to build their M

tremendous successes in splendid window^ displays, are using our forms M

and fixtures exclusively. Could there be a better or more practical reason §

why you should consult us or one of our listed local agents? g

Send for our circular which is just o£F the press — it will prove all the claims g

we make as to quality and values. =

DAVID SOBEL'S SONS "ew^'^ork'^c'^y I

New Engrland States

M. J. Benstock,

254 Washington St.,

Boston, Mass.

Ilinois and Indiana

L. & L. Fixture Co.,

401 Medinah Bldg.,

Chicago, III.

Wisconsin, Minnesota,

North Dakota, Sonth Dakota,

and Montana

Fred C. Waters,
244 Plymouth Bldg.,
Minneapolis. Minn.

Texas

R. L. Paxton,

Queen's Building,

Houston, Tex.

Chain Store Operators

J. Sobel,

143 Grand St,

New York

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USE NATURE'S DECORATIONS

Beaven's natural southern greens have a quality and
distinction that no manufacturer can imitate. Ever-
greens of various kinds attain a wonderful perfection
in this locality and the varieties we handle retain
their freshness and beauty for a great length of time.
We have had many years' experience in handling
these greens and we guarantee every shipment to be
satisfactory in every particular.

Dozen Hundred

$1.00 % 6.00

1.25 9.00

1.50 11. eo

1.25 8,00

Will last for s

MAG-NOI^IA FOIiZAGE

The magnolia Is a wonderfully effective decorative foliage
which nan be used In a great variety of ways. It can be
handled without damage and lasts almost Indeflnltelj. Fine
for windows or lnt«rlor. Can readily be resold In form of
wreaihs. sprays, etc.

No- 1 $1.00 No. 4 $3.50

No. 2 2.0O No. 5 4.00

No. 3 3.00 No. 6 4.50

E. A. BEAVEN CO.,

No Artificial Decoration Can Compare with Southern Greens

IiOlTG' miESXiE FXNES

This Is an especially pleasing window decoration. It Is also recommended for resale.
It stands handling well and will not wilt or fade. Tou can use these for window or stora
decoration and later sell them at a good profit.

Each

2 feet high $0.10

3 feet high 12%

4 feet high 15

Assorted sizes. 2 to 4 feet

B-Ntra large sizes, 5 to 6 feet, $0.50 each.

SOUTH£BlT WIXD SUZLAX
This is without doubt the most satisfactory decorative green known.
great length of time, dries green and looks almost as well when dry as when fresh.
Leaves do not drop off easily. Very light to ship. This Is the most inexpensive decoration
you can buy.

Case Case

No. Covers Approx. Weight Price No. Covers Approi. Weight Price

1 100 sq. ft. 15 lbs. $L0O 4 400 aq. ft 30 lbs. $3.60

2 200 sq. ft. 20 lbs. 2.00 5 500 sq. ft 40 lbs. 4.00

3 SOOsq. ft 25 lbs. 3,00 6 600 sq. ft 50 lbs. 4.50

CaAUAEBOF FAI^M CBOWKS
Highly effective for nindow or store decoration and ready sellers. When placed In a
vase, it is Impossible to tell the chamaerop from a living palm. These will be found moat
satisfactory for deooratlnK or resale.

Each Dozen Hundred Each Dozen Hundred

3 feet $0.15 $1.50 $11.00 5 feet $0.25 $3.00 $20.00

4 feet 20 2.25 15.00 Assorted sizes 3.0O 20.00

5 feet 30 8.50 25.00

SAB All PAIiSC IiEAVSS
A pleasing and popular decoration especially adapted to store interiors. Are quite
Inexpensive and make a novel and popular souvenir for the holidays or any special occa-
sion. Combined with holly, this leaf makes a very satisfactory souvenir. Dozen, 2Se;
100, $2.50. Special low rates per 1. 000.

HOi;i^V FOB CHZUSTUAS

It is none too early to plan your holiday displays and to order the dccoraUons you will

need. You will find our HoUy the best possible foliage you can use for your Christmu

.vindows. It is a beautiful deep green leaf with bright red berries and carries with It

tlie true Christmas sentiment Beaven's holly is always selected with the greatst care.

5 lb. box $0.75

15 lb, box $1,25 40 lb, box 3.00

25 lb. box 2.0O 60 lb, box 3.50

Beaven's Fadeless Green Uoss Is an ideal covering' for show

window floors. Baffs containing;' 100 sq. ft., price $4.00

Wo Can By ordering from us, you can save a big proportion on the cost

Save Von of your decorations or you can have much more elaborato
money. decorations at the same cost. Send us jrour order early, even

if you specify a deferred shipment.

Order from this pag'e — we groairantee all these decorations to
be rigrht and satisfactory — Oil prices F. O. B. Bvergreen, Ala.

Evergreen, Ala.

J .tiKc If III tiic October "Merchants Record" — Fage 10

SMOt^&VAMon

CHRISTMAS DECORATIONS

G.H.MESSMORE

JOS. DAMON

New York, Sept. 16/20.

Display Managers:-

We have been busy for the past three
months making up models and working on new
ideas for Christmas decorations for this
coming year.

No doubt you will want to open up
your "Toy Department" earlier than last
year so we have made arrangements to carry
a bigger line.

B Last year we supplied over sixty per
cent of the largest stores of this country
with papier mache Christmas decorations
and they are writing in for our new line.

fc»|. -^ In order for us to handle your
business this year it will require from
four to six weeks notice, so kindly let us
hear from you and we will forward you a
Christmas catalogue.

We remain.

Yours very truly,

MESSMORE & DAMON INC.

t^^$^^-M6<^<2^^^^^^^-^

GH»/M

J saw it in the October "Merchants Record" — Page 11

"DRY GOODS CO.

"^ — ' —

7Ae ^ouse o/" Qua///i/

GREEN BAV WI6

The Hunt-Crawford Co.,
Coshocton, Ohio.

Dear Sirs:

"We have used all of the Ezy-Bilt we ordered from
you in trial package recently and we find it the easiest
and cleanest to handle of anything we have ever used.

We find that the quantity was not large enough for
our needs and we would appreciate your shipping at
once two more packages No. 1 as this size is easier for
us to handle.

Trusting you will give this your immediate atten-
tion, we are.

Tours very truly,

EMPORIUM DRY GOODS CO.

WE FIND IT THE EASIEST AND CLEANEST
TO HANDLE

of anything we have ever used" writes the Em-
porium Dry Goods Co., of Green Bay, Wise, in
placing a re-order for

EZY-BILT WINDOW BOARD

Elzy-Bilt costs less than other boards and can be
reversed and used over and over agaiin. Its econ-
omy will surprise you.

Use Ezy-Bilt for making cut-outs of every de-
scription including backgrounds, figures, relief
ornaments, etc.

THE HUNT-CRAWFORD COMPANY

COSHOCTON, OHIO

/ savii it in the October "Merchants Record" — Paoe It

Case No. 421 is to be found
In stores In every part of the
country. It la of the all-
glass construction, beautiful
in design and workmanship,
sturdy, dust-tight glass joints.
Complete description is in
the general catalog.

Outside Cass No. 750. Not
only ia this case attractive,
but it is built to withstand
the weather. It is shipped
completely wired for electric
Mghts. Has copper cornice.
Door at end or rear. Plate
glass shelves. Be sure to ask
for complete details of this
sales-making case.

Case No. 610 might weU be
called the utiUty case lie-
cause it adapts itself so well
to various departments.
Lengths 6 and 8 feet, 40 in.
high, 24 In. wide. Ask for
complete description and
prices.

''What Make of Case
ShaU I Buy?"

That's generally the question, for long
ago the necessity of modern display cases
was established.

Therefore, you want to know who stands
behind the case you buy, how long have
they been in business, how do their cases
stand among retailers, are the designs
modern and practical, w^hat sort of work-
manship and material go into the case
and is the price in line with the quality?

That sums it up fairly well and on such a
basis we want you to make a thorough
investigation of "Silent Salesman" cases.
If you do not have any in your store, we
believe you will be interested to know all
about the line of cases that has been
standard for more than thirty years.

May we send you a general catalog or
specific description and price on a par-
ticular case you need?

Detroit Show Case Co.

477 Fort Street W.
DETROIT, MICHIGAN

Also makers of the well known "Desco"
store front construction

I sa^v it in the October "Merchants Record" — Page IS

Artificial Xmas Decorations

Send Ds description and design of what
70a want. We can save you money.
Write as today.

1863

No. 1850— Holly Spray, rights and lefts, with
pine cones, and velvet polnsettlas, in green or
white frosted. Length, 55 inches.

Each $6.50 Per dozen, $60.00

No. 1708 — Silk Poppy Spray In red or combina-
tion colors, 36-ln. stem.

Per dozen $15.00

No, 1704 — Same as above on 24 -In. stem.

Per dozen $6.50

No. 1851— Eed Velvet Poinsettia on 28-ln. stem.

Per dozen $7.50

No. r852— Bed Velvet Poinsettia on 21-ln. stem.

Per dozen $1.35 Per gross $15.00

No. 1853— Eed Velvet Poinsettia on 21-in. stem.

Per dozen $1.75 Per gross $18.60

No. 1854 — Medium Bed Velvet Poinsettia on 14-
in, stem.

Per dozen $0.75 Per gross $7.50

No. 1855 — Midget Eed Velvet Poinsettia on 12-
In. stem.

Per dozen $0.50 Per gross $4.50

No. 1856 — Poppy Spray on 24-ln. stem, in red
or combination color.

Per dozen $7.50

No. 1857— suit Foxtail Spray with red foxtails
and green foliage or white foxtails and white
frosted foliage. 18x36-ln.

Each $2.25 Per dozen $24.00

No. 1858 — HoUy Spray In solid green and red
berries or white frosted and red berries. 28x48-
In.

Bach $1.75 Per dozen $18.00

No. 1859 — ^New Drooping Woodbine Foliage
Spray in white frosted and red berries. 30x40-in.

Each $1.75 Per dozen $18.00

No. I860 — Holly Vine with twelve leaves and
twelve berries.

Per dozen $1.25 Per gross $12.00

Same as above in white frosted effect.

Per dozen... $1.50 Per gross $15.00

Large size leaf, twelve leaves and twelve berries.

Per dozen $1.75 Per gross $18.00

S!ame as above in white frosted effect.

Per dozen $2.25 Per gross $21.50

No. 1861— HoUy Wreath with red velvet poinsettia
on 14-ln. stem.

Per dozen $3.00 Per gross $30.00

No. 1862— Midget Poinsettia Vine 12 leaves, plain
or white frosted, four velvet polnsettlas.

Per dozen $2.75 Per gross $26.50

No. .1863 — Poinsettia Vine, twelve green or white
frosted leaves, 3 velvet Poinsettias.

Per dozen $3.50 Per gross $36.00

No. 1864 — Small holly spray, 2 berries and 3
leaves.

Per dozen $0.25 Per gross $1.50

Same as above with 4 berries and 4 leaves.

Per dozen $0.35 Per gross $2.25

No. 1865 — ^Flower Strands for light shades. Cut
shows a 12-in. shade with twelve S6-in. strands
and twelve 72-in. strands, in frosted green tint

36 inch $18.00 per gross

72 Inch 36.00 per gross

Write for prices on wire frames.
No. 9026— Tissue Oak Spray, 15x36-ln., in red

and green, and white. Per gross $15.00

Same in white frosted effect. Per gross ... 1 8.00
No. 1866— Silk Crepe Poinsettia on 24-ln. stem
nith natural center.

Per dozen $1.50 Per gross $15.00

Same as above on 36-ln. stem.

For dozen $2.25 Per gross $21.50

No. 1867 — Short Stem Silk Crepe Polnsettlas.

MIdftet $3.50 gross

Medium 4.50 gross

Large 5.50 gross

Medium fancy 5.50 gross

Extra large double 10.00 gross

No. 1868— Poinsettia Vine with 12 leavee and 3
flowers.

Per dozen $3.50 Per gross $36.00

No. 1889 — HoUy Spray, In green or white frost-

?d, 36-ln. Per dozen $16.50

No. 493 — Maple Spray in green, 18x38 In.

Per dozen $7.50

Same, white frosted. Per dozen 9.00

No. 9800 — New Green Metallic Bronzed Christ-
mas Tree with red Canadian Thistles. Two In.
liepth and size 14x57 in.

Kach $6.50 Per dozen $65.00

Same as above, 19xS8 In.

Kach $5.50 Per dozen $55.00

Place your order today.

IS65

1867

1866

H<><

k>;'

-IP-'

': 1869

495

J. F. Gasthof f & Co.

Largest Mannfactarers
Artificial Decorations in U. S.

Danville, 111.

/ tttw it in the Oetobtr "Mtrchonis Record" — Pag* U

CHRISTMAS DECORATIONS

Finest grade natural prepared bronzed metallic
decorations in garlands, wreaths, etc. Can fur-
nish same in solid green, solid red, or red and
green combination, also silver and gold.

Be sure and mention color when ordering.
No. 1 800 — Natural Prepared Beech Sprays In

green or red, 40 to 60 in. high, 100 $15.00

Same In bronzed metallic green, red, or green and

red combination, 100 sprays $45.00

No. 1801 — Natural prepared oak sprays. Per

lOO sprays $15.00

No. 1802 — Natural Prepared Beech Garlands In
red or green.

Ldght weight. ..$2.75 doz. yds. $25.00 gross yds.
Medium weight. . 3.25 doz. yds. 30.00 gross yds.
Heavy weight. . . 3.75 doz. yds. 35.00 gross yds.
Same in bronzed metallic finish of red and
green combination, or solid green and solid red.

Per 100 yds $45.00

No. 1803 — Nat. Prep. Oak Garlands, red or green.
Heavy weight. . .$4.25 doz. yds. $40.00 gross yds.
Same in bronzed metallic finish of red and
green combination, or solid green and solid red.

Dozen yds $5.25 Gross yds $50.00

No. 1804 — Nat. Prep. Beech Wreaths, red or green.

2i in $1.75 each. $18.00 doz.

30 in 2.25 each, 24.00 doz.

36 In 3.00 each, 30.00 doz.

Same in bronzed metallic finish in solid green
and solid red or combination red and green.

24 In $30.00 doz., $3.00 each

30 In 36.00 doz., 3.50 each

36 in 45.00 doz., 4.50 each

No. 1805 — Natural Prepared Oak Wreaths in
green or red.

24 in $2.25 each

.^0 In 2.75 each,

6 in. 3.50 each

dame in bronzed metallic finish In
and solid red or green and red

24 In $3.25 each, $32.50 doz.

30 in 4.25 each, 40.00 doz.

36 In 4.75 each, 48.00 doz.

No. 1806 — ^Natural Prepared Evergreen Wreathing
in Christmas green.

Medium weight. .$3.00 doz. yds., $30.00 gross yds.
No. 1807 — Natural Prepared Evergreen Wreath-
ing In Christmas green.

Heavy weight.. .$4.50 doz. yds., $45.00 gross yds.
No. 1808 — Natural Prepared Evergreen Wreath-
ing with two velvet poinsettias.

Per doz. yds $5.50. Per gross yds $55.00

No. 1809 — Natural Prepared Evergreen Wreath-
ing with green or red ruscus, two velvet poin-
settias, and two pine cones In sUver or red
bronzed finish.

Per doz. yds $7.50 Gross yds $75.00

No. 1810 — Natural Prepared Ruscus in solid red

or soUd green. Per lb $1.50

Same in green and white combination finish.

Per lb $2.00

No. 1811 — ^Natural Prepared Adiantum Sprays
with 3 velvet poinsettias, 40 in. length.

Per doz. sprays $10.50

No. 1812 — Natural Prepared Adiantum Sprays
with 6 velvet poinsettias, 40 In. length.

Per doz. sprays $12.50

No. 1813 — Natural Prepared Magnolia Wreaths
with combination decoration.

24 in $6.50 each 30 in $8.50 each

Same In plain finish.

24 in $5.00 each 30 In ...$6.50 each

Same in bronzed metallic finish.

24 in $7.50 each 30 in $9.00 each

No. 1814 — Natural Prepared Evergreen Wreaths

with red straw fiowers. IS in $3.00 each

24 in $4.00 each 30 In 5.00 each

Eoplng Wreaths In red or green with bronzed or
frosted pine cones and holly sprays.
No. 1815—10 Inch $0.65 each,

12 inch 75 each,

14 Inch 85 each.

No. 1816 — 10 inch 75 each,

12 inch 85 each,

14 inch 95 each

No. 1817—10 Inch 45 each,

12 Inch.. 55 each,

14 inch 65 each.

No. 1818—18 Inch 2.25 each,

24 Inch 3.00 each.

No. 1819—18 Inch 3.00 each.

No. 1820 — 30 inch 6.00 each,

36 inch 9.00 each.

No. 1821 — Pine Cones In white frosted or bronzed
finish' of red fire and silver.

I%i2 Inches $3.50 per C.

I%x3 Inches 5.00 per C.

2x4 Inches 7.00 per C

, $21.50 doz.
, 28.50 doz.
, 36.00 doz.
solid green
combination.

$6.50 dozen

7.50 dozen

8.50 dozen

7.50 dozen

8.50 dozen

9.50 dozen

4.50 dozen

5.50 dozen

6.50 dozen

21.50 dozen

30.00 dozen

65.00 dozen

95.00 dozen

J. F. Gasthof f & Co.

Largest Mannfactarers
Artificial Decorations in U. S. A.

Danville, 111.

I saw it in the October "Merchants Record" — Page 15

Hess Holly Cards for Store Signs

Owing to an increase of nearly forty per cent in the price of cardboard and thirty-five per
cent in the cost of printing over last year's prices, I have decided to print only one design this
year, and that owing to the great variety of sizes it comes in will be my broken scroll candle-
stick and holly leaf design printed in gold, green, red and black — Style No. 40 1 .

Special Notice — Read Carefully

In order to avoid the carrying over of high-priced cardboard and labor until next year, the prices on
Style No. 401 are not guaranteed except for the month of October and for delivery to express companies
November tenth — though it is possible to make deliveries earlier if absolutely necessary. If small runs
of cards are put on the press they cannot be sold at quoted prices and it is my aim to get all orders
in in October and make only one run of printing this year.

PRICES OF STYLE NUMBER 401

Size, Inches Per 100 Less Than 100 Weight per 100, Packed

Landscape... 11 xl4 $6.00 $6.25 17 lbs.

Landscape... 7 xll 3.50 3.75 8^ lbs.

Landscape... 5^x7 2.00 2.25 4 lbs.

Landscape... 3^x 5>^ 1.50 1.65 2 lbs.

Landscape... 2^x4 .85 .90 1J4 lbs.

Upright 7 xll 3.50 3.75 8>4 lbs.

Orders under $3.00 should be accompanied by check. 3% ten days.
Sample sheets upon request.

Hess Hand Colored Window Cards

Three subjects — Style A: Girl, basket of holly and candlesticks in black circle. Style B:
Two birds on holly branch, gold circle in background. Style C: Holly and ribbon ornament
at top, candlesticks at lower right. All on cream matboard, colored in artist's water colors,
10x20 inches upright, 6 for $3.00; only one subject to a customer.

Patrons desiring other designs than Style 401 can be furnished with same at lowest possible
prices consistent with present cost of cardboard and printing. It is only due to a very large
stock of all small sizes carried over from last year that I can fill orders at above prices — ^you
are again warned that they are not guaranteed beyond October first.

Gold Ink: There's no such thing as a good gold ink on the market. No gold ink will flow
perfectly on a highly coated cardboard, but 1 have a crackerjack for matboard and better than
all other for coated board. 50c postage paid.

All holly cards by express, customer paying express charges or postage by parcel post.

Die cut holly ornaments in limited quantities.

G. WALLACE HESS

1524 North American Building, 36 South State St.

CHICAGO

/ saw it in the October "Merchants Record" — Paae 16

g ^"iiiiiiniiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiMiiiniiiiiiMiiiiiiiiiniiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiMiiiniiiiiiMiiiiiiiiiiiiiiliiiiiiiiHiiiiiiuiiiiiiiiiiiiiiiiiHiNiiiiiiiiiiiiiiiiiiM =

II Xmas Decorations , ll

■ i Baumann's Decorations can always be recognized in any show window — Why? |i

ll Because Baumann's flowers and other decorations are different. The designs and Ig

i| coloring are generally a year ahead of others. You will find in these decorations |i

1 1 a superiority in design, material, workmanship and artistic beauty that cannot be 11

1 1 equaled by imitators. 1 1

Plan Xmas Decorations Now

Plan your holiday decorations at once and send us
your order as early as possible. You will find in
our big new stock just what you want, or we can
make up to your order any special design you may
require. Our range of flowers and foliages will
meet every requirement, and we can supply every
imaginable color or tint.

Our New Xmas Catalog

If you have not received our latest Xmas Catalog,
send for it now. It contains a wealth of ideas and
suggestions for your window and interior decora-
tions. Many of the items are new this season and
will be found in no other catalog.

A New Line

This season we have added a line of valances,
floor rugs, display cushions, screens, vases, draping
stands, baskets, etc. These are new and original.
You will like them.

Scenic Panels

Our line of screens, panels,
backgrounds, etc., shows a wide
range of subjects that are ad-
mirably adapted to show window
and store decoration. These are
a c curately reproduced in full col-
or from
originals
by famous
artists.
You will
find them
suited t o
any season
and every
occasion.
We issue a
special cir-
cular show-
ing our big
line of

Pyramid Ruscus Trees. The
crown is made of green
painted ruscus and potted in
cedar bark, square pots.
No. 2012 — Ruscus Tree, 30

inches high. Each $6.50

No. 2014 — Ruscus Tree, 42

inches high. Each. . .$10.00
No. 2016 — Ruscus Tree, 54

inches high. Each. . .$14.50

No. 262 — Giant Poinsettla Stalk,

42 inches high, 12 inches in
diameter, made of a fine silk
velvet in a beautiful red col-
or and very fine foliage,
each $2.20 Dozen $22.00

Valances

In our new catalog are shown our new and distinc-
tive designs in valances for immediate delivery. We
also can furnish special designs to your own specifica-
tions. You will find our valances quite up to the Bau-
mann high standard.

scenic re-
produc-
tions in
full color
and you
will find
the prices
surprising-
ly low —
send for it.

We carry the largest open stock of artificial flowers in America.
You will find our deliveries prompt and our prices the lowest in the market.

L. BAUMANN & COMPANY— Flowers

357-359 W. Chicago Avenue Chicago

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/ saw it in the October "Merchants Record" — Page 17

There's an

unusual
character of
prominence

which

predominates

in^i backgrounds

and decorations

that we

originate

nriv^

SERIES M500

Connect with us now for your CKristmas and Holiday deco-
ratives. Our ideas in Modern desi^nin^ and the finished
product alon^ with an unequalled co-operative service will
certainly assure you of a successful exhibit having highest
business producing efiect.

Place Your Order Ri^ht Now

for our series M 500 here above illustrated, Toyland Background. The
construction embodies wallboard, lumber, muslin and a specially built
letter effect. These backgrounds are painted in oils; and the shades are
o£ most unusual colouring tones. It's a real live feature that is a busi-
ness builder for the toy department and an attraction for the ^rown-up-s
as well as the children. Size, fourteen feet lon|„ seven and one-half
or ei^ht feet hig,h, as desired. Different scenes are furnished when more
than one setting is ordered. Specially priced at $75.00. Get in on
our ^ood delivery service. Send your order ri^ht now^.

THE MODERN ART STUDIOS

431 NORTH CLARK STREET

CHICAGO

/ saw it in the October "Merchants Record" — Page 18

-.-i..„»-. .JL

The Result

Good Christmas windows mean better
Christmas sales. Money invested in window
dressing at Christmas time is money well
spent. It's the result you're after, the sales-
pulling kind of window display, and no ex-
pense should be spared to get that profitable
result.

The best of merchandise sells slowly un-
less shown in attractive surroundings. It is
here that Beaver Board gives real service.
Besides providing interchangeable back-
grounds, it lends itself to every tj^e of form,
cutout and display. The result is sure, pro-
vided you get the genuine Beaver Board
with the familiar trade-mark plainly printed
on the back of every panel.

BEAVEB.

BOARD

You can't expect
Beaver Board re-
sults unless this
trademark is on
the back of the
board you buy:

FOR PERMANENT OR TEMPORARY BACKGROUNDS, CUTOUTS ANCJKSPJUVys

The Reason

You can saw Beaver Board is one reason,
you can nail it is another. You can bend it,
you can apply it to a hundred and one dif-
ferent uses. You can decorate it over and
over again.

These are some of the reasons for the
Beaver Board result. The way Beaver
Board is made of fibres of white spruce and
the way it is built up into large flawless
panels by powerful machinery are funda-
mental reasons for this good result.

Beaver Board is a true lumber product you can
use so frequently that it should be kept constantly
in stock. Call up your nearest liunber dealer. TcU
him your requirements and he will gladly keep you
supplied.

Write today for interesting and helpful literature.

THE BEAVER BOARD COMPANIES

Administration Offices
Buffalo, N. y. ; Thorold, Ont., Canada; London, Eng.
District Sales Offices at Boston, New York, Baltimore, At-
lanta, Buffalo, Cleveland, Cincinnati, Detroit, Chicago, Min-
neapolis, St. Louis, Kansas City, Dallas, Denver and Sui
Francisco.
Distributors and dealers everywktrt

I saw it in the October "Merchants Record" — Paae 13

THESE 2 BOOKS ARE
NOW READY TO SHIP

The entire stock of the above books was destroyed by
fire early in the year and it is possible now to announce
newly printed editions of two books, namely ''Show
Window Backgrounds" and "Successful Retail Ad-
vertising. " The book entitled **The Koester School
Book of Draping'* will be ready for distribution shortly.

Show Window
Backgrounds

By GEORGE J. COWAN

President of the Koester School of Window Trimming,

and Editor of "Window Trimming Monthly"

of the Reporter.

Every background design is drawn in
such a way that any one can follow out
the idea the same as a carpenter does his
work from blue prints. Every detail is
fully illustrated and fully described with
complete text matter.

This book is 7x10 inches in size, strongly bound in de luxe
silk cover with handsome art design. Over 250 pages
md about 200 illustrations.

Price $2.50

Successful

Retail Advertising

Price $3.00

Books are sent postage prepaid. Remittance must accompany all orders.

FOR SALE BY

THE MERCHANTS RECORD CO. 5707 West Lake St., CHICAGO

I saw it in the October "Mcrcliants Record" — Page iO

THE

KAWNEER

COMPANY

2102 Front Steeet.
Niles, Michigan

Thousands Tell the Same Story

Successful merchants on most all of the
busiest streets of the nation are cashing
bigger profits from their Kawneer Solid
Copper Store Fronts. Many pay their
rent from the extra sales drawn to their
stores by their Kawneerized show win-
dows. Some report sales increases of
50 per cent or more.

Let us show you how a Kawneer
Store Front will boost your sales
totals and profits.

Pin this Coupon to Your Letterhead
and Mail it Today

Please send me one of your
new BOOKS OF DESIGN.

"Name

Address '.

I saw it in the October "Merchants Record" — Page 21

nSJ^^'

jao

;.iv\'"':

>w' ° \J>

^>.;..v^>^

a\t>''

Now, As Never Before, Is There An Acute
Necessity for Better Merchandising

OUR progressive Southern neighbors recognize it — note evidences in the reproduction above of typical pages
from the Spanish edition of the Welch- Wilmarth Method in Merchandising catalog — and what real American
merchant will admit he is lagging behind South Amefrica in his merchandising tools and methods?
Merchandising has not been much of a problem the past few years — buying was brisk — prices high — and gen-
erous profits the rule.

But buying habits are changing now. The public is getting more critical, demanding more value. The free
spender of yesterday is the cautious buyer of today.

All of which means that the business of merchandising is going to call for a high order of brains in the period
to come. And the Welch-Wilmarth Service Department is prepared to furnish this — in degree and quality*
heretofore impossible to obtain from one single source. May we send details?

Welch-Wilmarth Companies

Grand Rapids, Michigan

Chicago
Pittsburgh

BRANCH OFFICES:
Boston St. Louis New York

Minneapolis

Philadelphia
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/ saw it in the October "Merchants Record" — Page tt

MERCHANTS RECORD
and SHOW WINDOW

VOLUME XLVII
NUMBER 4

OCTOBER, 1920

Single Copies
Thirty-five Cents

Outfitting the Modern Store

Perkins-Timberlahe Company opens new department store at Wichita Falls — Modern in
every detail with tremendous window possibilities — Mayer Livingston Company
in new home — Another new store building for San Francisco.

THE new department store of Perkins-Timber- of a big white-columned hall
lake Company, recently opened in Wichita
Falls, Texas, and comprising one of the seven

big stores conducted by the Perkins-Timberlake Com-
pany in the state of Texas, gives to Wichita Falls one
of the best and most completely stocked houses in the
Lone Star state. The new store building was com-
pleted at a cost far in excess of one-quarter million
dollars. It is fireproof throughout, of steel and con-
crete construction, and modern in every detail of archi-
tecture— design, ventilation, lighting, heating and floor
arrangement. The building occupies a 100xl50-foot
lot on the block, and from both entrances the interior
presents the cool, airy and inviting roomy appearance

A feature which invites
immediate attention, aside from the architecture, is the
pleasing contrast of white columns and walls to the
dark mahogany finish of the fixtures. This contrast
T. A. Bradley, supervisor of advertising and display,
has made the most of in the design and color scheme
of the display and decoration motifs 'with a resulting
attractiveness which could not be rivaled in line and
color or in beauty of conception by any big city depart-
ment store. Mr. Bradley has used an autumn and
tropical foliage motif against the dark background of
the fixtures throughout all departments, and has con-
trasted with both the softest, brightest, most colorful
materials, novelties, displays, garments, etc., afforded

Center Aisle and Garment Section, Perkins-Timberlake Company, Wichita Falls, Tex.

Copyri&ht, 1920, hy the Merchants Record Co., Chicago— Permission is necessary for reprinting lon& extracts or reproducing en^ravinSs; hut editors are welcome to
use not more than one-third of any article provided credit is &iven at be&innin& or ol end. thus--"From the Merchants Record, und Show Window, Chicago."

^fe

Novelty Section of the Perkins-Timberlake Company New Store, Wichita Falls, Tex.

by every department in its proper place. The result
presents a quiet elegance which is artistic and attractive
to a most pleasing degree. The autumn and tropical
foliage is for the fall season, and will be replaced by
another design and color motif next season.

Interior Arrangements

Entering the store there is one feature, small in
itself, that will be an undoubted advantage to every
shopper without a strong and instinctive sense of direc-
tion. Above both entrances — which are on Ninth and
Indiana streets, are traffic exit light globes with the
street name in bold lettering.

There are two main floors and the mezzanine floor
in the building. On both floors the same circular ar-
rangement of display cases enclosing department units
is maintained, with wall cases and 'big floor cabinets in
other arrangements. On the lower floor are all men's
clothing and furnishings and all dress goods, shoes,
toilet goods, hosiery and dress and toilet novelties.
The second floor comprises the women's ready-to-wear,
infants' department, rest room, dressmaking and beauty
parlors. The mezzanine floor accommodates the offices
for all departments of management, buying, accounts,
advertising, etc.

Lower Floor Management
Entering from the Indiana main doors, the first two
department units to the right are devoted to a most
up-to-date stock of men's furnishings. The display
cases show neckties, shirts, caps, collars, gloves,
mufflers, dressing robes, fur collars, handkerchiefs,
socks and small furnishings in most attractive arrange-
ments.

Along the Ninth street side to the right of this de-
partment are the wall cases accommodating more men's

furnishings — shirts, underwear, pajamas, etc. There
are 12 large floor clothing cabinets of tailor-mades sur-
rounding the columns in the men's clothing department
comprising the floor units to the rear of the men's
furnishings department, and seven wall cabinets of
overcoats, fur coats, leather coats, raincoats, etc.
Directly to the right of the Ninth street entrance still
further to the rear of the store is the men's shoe
department, opposite the ladies' shoe department to the
left, which is equipped with complete and up-to-date
stock of standard makes of shoes. The department is
well arranged, with mahogany fixtures and chairs, and
in both the ladies' and men's sections are handsome
display cases. Mahogany dividers separate the men's
from the women's departments, and dividers also make
separate departments for the colored men's and
women's shoe sections.

Back of the men's shoe department is the men's
tailor shop, with a tailor in charge. To the left of the
shoe and clothing departments and under the central
stairway and mezzanine floor, opposite the elevator, is a
department which is to be in charge of a Hoover
electric sweeper salesman.

Directly off the main Indiana entrance to the left
are the display and stock units of the ribbon, dress
goods, household furnishings, and toilet goods depart-
ments. The ribbon department, with the most attrac-
tive of displays for the opening, is against the wall to
the immediate left of the door, and the full equipped
toilet goods, ivory and cut glass department occupies
the left central unit most conspicuous from the en-
trance. The toilet goods department presents a par-
ticularly interesting display to the woman shopper.
On the reverse side of this unit are the laces, dress
accessories and novelties, trimmings, etc.

The dress goods department, beginning with silks
and woolens, follows the line o£ the wall from the
ribbon counter at the left front, to the third section
of display and stock cases, accommodating the big
stock of white goods, linens, ginghams, draperies,
staples, bed coverings, etc., back to the wrapping sta-
tion and pattern department near the rear.

The hosiery and dress novelty departments are near
the center of the left section of display cases. The
novelty department seemed unusually complete, with a
most fascinating display of trimming buttons and ex-
clusive notions.

Another New Feature

A new feature for the city which will' be most
appreciated, and which was introduced in the state
by the A. Harris store at Dallas two or three years
ago, is the cutting and fitting department, which will
be in charge of Mrs. Tolbert, designer, fitter and
cutter. In this department materials are designed
cut and fit, and turned over to the customer to be
finished.

At the rear of the store on the left is the receiving
department, where the delivery section and outgoing
express section is accommodated. Near this depart-
ment a service stairway leads to all departments on
the main, second and mezzanine floors.

Ready-to-Wear Department
The ready-to-wear department on the second floor
presents an irresistible trap for the woman shopper.
It is equipped with the handsomest and most modern
of display and stock cases, and a most attractive stock
of fall and winter wear for infants, juniors, misses and
women. The infants' department is a beautiful little
room in ivory immediately facing the central stairway
from the Indiana street wall, and if the shopper failed
to recognize the display through the glass walls or the

French doors of the room, the stork on guard on the
low roof, with a chubby baby doll in his bundle, would
be a satisfactory give-away. The infants' department
stock includes everything from bootees to rattlers, with
every accessory of baby's toilet in clothing and general
furnishings, and of the most exquisite materials and
designs.

Rest Room Most Inviting

The rest room for the women guests of the store
is a most inviting place, furnished throughout in
French gray wicker with mulberry plush upholstering.
The handsome new circular cushions are featured.
The toilet rooms are finished in white enamel with all
conveniences.

The beauty parlor is also an attractive place to stop.
The furnishings are in ivory and white enamel and
steel, and four booths and four manicure tables are in
place. Equipment for permanent waving of the hair,
facial treatments, scalp treatments, hairdressing, mani-
curing, eyebrow care, muscle building, etc., is in place.

Back to the Offices
The mezzanine floor accommodates the offices and
is furnished throughout in dark mahogany. There are
three main offices, occupied by F. P. Timberlake, gen-
eral manager; R. D. Kennedy, local manager, and T. A.
Bradley, supervisor of advertising and display. The
credit department in charge of James Jackson, and the
bookkeeping section, in charge of Paul H. Bennett,
who is assisted by Miss Agnes Elliott, in charge
of all personal accounts, are on this floor.

Basement and Other Features
The basement affords commodious space for re-
serve stock, the boiler room, checking and marking
rooms, etc. It is expected that this floor will be con-
verted into a downstairs store later, however.

Opening Display of Furs by T. A. Bradley for Perkins-Timberlake Co., Wichita Falls, Tex.

Front of the M. Livingston Store, Bloomington, III. Display by A. Fredricksen.

'T'HE recent opening of the new store building
' of Mayer-Livingston" & Co. was a big event
in Bloomington, Illinois, and the completion
of the new home of the progressive Livingston
organization was observed by elaborate ceremonies
attended by city officials, merchants from many
points in the state and by thousands of Livingston
patrons.

The new store occupies one-half block facing
on Center street, is five stories high and has a
beautiful arcade front of 125 feet in addition to
two 8x28-foot island windows and an added stretch
of seventy-five feet of windows fronting on Front
and Madison streets. The new building is com-
plete in every detail for its purpose and has a floor
space of 92,000 square feet, or 23,000 to each floor.
The construction is such that there is little use for

artificial light during daylight hours and is equipped
with a perfect ventilating system. As one enters
the main floor the visitor gains the impression so
frequently presented by the great merchandising
institutions of the metropolitan cities. The aisles
are spacious, with tastily decorated 18-foot columns,
adding dignity to the room. The first floor is given
over to the display of jewelry, silverware, toilet
articles, stationery, leather goods, men's furnish-
ings, shoes, trunks, baggage, silks, dress goods,
household linens, hosiery, underwear, notions,
laces, patterns and gloves. A refreshment room
and soda fountain is also maintained on this floor.
The second floor is a French salon, comparing
favorably in extent and arrangement with the largest
of big city stores. The carpet is one especially
designed for Mayer Livingston & Co. by the manu-

Section of the Main Floor, Mayer Livingston Company, Bloomington, Illinois.

facturers, and has attracted much attention. All
garments are hung behind glass doors of dust proof
cases. There are several fitting rooms, with full
length mirrors on both sides. On this floor
is also the millinery salon, tastefully appoint-
ed. There are two small French rooms open-
ing from this. One section of the second floor is
given to the display of play room furniture and
toys for children, as well as infants' wear of all
sorts. In the infants' section is a circulating library
of books by the best authors on the care of mothers
and babies. These books will be loaned free of
charge. The second floor also contains the general
and executive offices.

An unique and modern way of displaying wall
paper is shown in this department on the third
floor. Five hundred panels contain samples of the
papers in stock, and are ranged in good light. This
gives the prospective buyer the opportunity to judge
his purchase as it will look on the wall. Window
shades and linoleum are also displayed on this floor,
which is only partially occupied by the three depart-
ments.

A mezzanine balcony affords the visitor an op-
portunity of viewing the first floor from a height
of some fifteen feet. The effect is most pleasing,
as the lights and flowers add to the scene.

In conjunction with the opening, and in the sub-
way store twenty-five demonstrators of nationally
advertised and local food products put on the largest
food show ever staged in Bloomington. Managers
of district sales agencies were present for the occa-
sion. Bakers were at work in the bakery shop, and
especially frosted cakes and French pastries were
on display. Meats, fish and vegetables were ar-
ranged in their respective departments in such a
way as to make the visitor's mouth water. Nearly

half of the subway floor is given to the china and
household equipment departments. Cut glass and
dinner ware are displayed advantageously, and all
sorts of labor saving devices and special wares of in-
terest to housewives. The ice plant, having a ca-
pacity of six tons per day, is located in the subway.
This provides refrigeration for the meats and vege-
tables, as well as ice and ice cream for the soda foun-
tain. Nearby is the huge system which provides
washed air for all parts of the building, through a
specially constructed ventilating system.

The Mayer Livingston store was established
twenty-three years ago by Mayer Livingston, father
of Maurice, Herman and Harold Livingston, the
present proprietors. The first store was located in
the historic old postoffice building and had but three
departments, dry goods, groceries and clothing. The
business expanded from time to time until a few
years ago the establishment occupied buildings
which covered the site of the present magnificent
structure. Fire completely destroyed this building
on Christmas morning, 1918. The present structure
was commenced on July 10, 1919, and notwithstand-
ing unfavorable building conditions has been com-
pleted in remarkable time. The new building and
fixtures cost approximately $500,000 and the total
investment is estimated at three quarters of a mil-
lion dollars.

Another new store building was completed re-
cently when the Columbia Outfitting Company, San
Francisco observed the formal opening. The new
structure of this popular store featuring high grade
apparel for men and women is a two-story and base-
ment home of reinforced concrete and stands on the
southwest corner of Mission and 22nd streets. It
faces forty feet on Mission street and 125 feet on
Twenty-second.

Millinery Department of the Mayer Livingston Store, Bloomington, Illinois.

An Opening Display by A. Fredericksen for M. Livingston & Co., Bloomington, Illinois.

The exterior is executed in the Italian Ren-
naisance, with plate glass and Verdi antique marble
on the first floor while imitation granite cement
plaster finish is employed on the second floor the
finish is topped with elaborate cornice work. A
great entrance with marble tile floor and elaborately
paneled ceiling tend to give a very pleasing recep-
tion to the visitor while the main floor is artistically
arranged presenting high grade merchandise most
attractively displayed in modern cases, racks and
cabinets. At the rear of the first floor is the grand
staircase, 10 feet wide and leading to the mezzanine.

Two side staircase lead from the mezzanine to
the second floor which is devoted mainly to ladies'
ready-to-wear. Dressing and fitting rooms are
maintained here as well as a stock room.

The interior of the store is carried out in the de-
sign of the French period influence, having as a
color scheme greens and creams in pastil tones.
The wall treatment is caen stone finish with pointed
instone work. Lighting fixtures and other interior
fixtures are specially designed and tend to make
the new store one of the most attractive in the
west.

JStk

Psychology in which the Eye Features

Some ivterestin^ points concerning the habits of the eye as
applied to arrangement of window displays — The eye is
ruled to ^reat extent by associations — How to place mer-
chandise in conjunction with window settings to the best ad-
vantage— Study of proportion interestingly helpful.

By Henry Sherrod

IN ARRANGING your display why not take ad-
vantage of the fact that the eye travels normally
from left to right.

There are many peculiar things about how your
eyes function. For example, for some reason it is
much easier for your eye to move from left to right.
If you don't believe this stand in front of a wall
where a number of pictures about the same size
and color are hanging and see if involuntarily your
eye doesn't begin at the left and travel to the right.
Stand in front of your window and see if you do
not look at the left side first. Examine any picture
and if you do not look at the left portion first, you
are an exception to the rule.

I doubt if many artists know consciously this

trick of the eye; but they must know it uncon-
sciously, for most pictures have the chief points
of interest at the left or else the movement of lines
and groups begin at the left. You may think your
eyes form this habit through reading from left to
right, but in that case you are putting the cart
before the horse. You read that way because you
unconsciously look from left to right.

The eyes are ruled to a great extent by associa-
tions. In most cases our hands move more easily
from left to right, and we unconsciously turn the
same way. But the liking for certain movements
is not the only way to carry the eye through your
window. There are seven shapes that artists use
in painting, namely, radii, circle, triangle, rectangle,

I. A. D. M. Entry by Carl W. Ahlroth for the Union Company, Columbus, Ohio.

Hallo w'een Window by E. J. Short for E. W. Edwards & Son, Rochester, New York.

square, cross, and diamond. Of course these shapes
must be used in perspective.

Then there are angles to be used in decorating,
the right angle, the acute angle, obtuse angle; of
these the right angle is the least pleasing to the
eye, because of its symmetry. The right angle
suggests equal parts and equal parts are not so
pleasant as unequal parts which are in right pro-
portion. Equal parts have symmetry, unequal parts
proportion. The eye prefers a line divided in ratio
of three to five. Of course sale windows must be
practically absolute balance, otherwise they look
sloppy. Sloppiness has never created a desire to
possess.

The proportion of three to five is known as
Greek balance, or, as artists call it, the "golden
mean." Some artists actually measure the sections
of their painting, or window, as the case may be,
before they begin to work.

Suppose you hunt up a good picture which is
composed of land, sea and sky, and do a little
measuring for yourself. Nine chances to one you
will find the sky is either three-eighths or five-
eighths of picture. You will find land and sea are
also divided in same proportion — three to five.

You will find this study of proportion interest-
ing and also helpful in your work. Too often do
we find the old static stilted balance. It always
reminds me of the two little boys counting chest-

nuts in a graveyard, "You take this one and I'll
take that one," or this one here and a similar one
over there.

The movement of the eyes, and therefore the
most pleasing is an upward motion from left to
right. For instance, when you are about to enter a
room the first thing you see is the floor. Doubt-
less the explanation for this is that for countless
ages we have been learning to "watch our step."
Our ancestors did this in jungle, cave and moun-
tains and we have been doing it ever since. When
you cross the room your eyes may see many things
but you are going to see that your feet are planted
in a safe place. When a person stops to admire
your window instinctively, unless you have treated
it differently, he is going to see the floor first, then
his eyes will travel upward to the right. Take
your window and analyze it; let one group lead
easily from one to the other; catch and hold the eye
at each one. You can't do this well with a crowded
window, for the eye must have a place to "get in."

Of course you can find excellent windows that
use many devices to control the eyes, especially in
concentrating the interest by means of color, but
the fact remains that the easy and natural way is
for the eye to enter at left and travel upward to
the right.

Why not display your merchandise so as it will
let the eye follow the course of least resistance
rather than antagonize it by forcing it unnaturally?

THiiitMiiiiniimiiHiiiiiii

iiiiiiiiiiiiiiiiiiiiii

Su^^estion for Window Backgrounds

By A. Lubarsky

HuiiuiuiiHiiitiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiimiiiimiiiiiiiiiiiriiMiiiiii

IN planning and designing the more attractive
and artistic type of backgrounds, such as gen-
erally utilized for such occasions as formal
openings, season events or special store jubilee or
anniversary it will be found advantageous to em-
ploy a background designed after the more modern
tendencies in art.

In most cases, where the older art ideas are
used one does not get the feeling of "newness" and
freshness in the display due to the fact that the
greater number of the people are more or less famil-
iar with the old art styles, and this naturally has a
tendency to create the impression that the particular
setting is not up to minute. To be sure, when
the display man desires to use some special period
style because of character of merchandise to be
displayed, it is advisable to refrain from fulfillment
of the strong impulse to inject in the setting the
latest art vogues. For example, if a line of mer-
chandise of the Colonial period is being presented
it is much better taste to carry out the background
design in keeping with the Colonial tendencies in
design and ornament than to place the merchandise
midst a setting of the modern art tendencies or pos-
ter creations.

An interesting background suggestion is pre-
sented in conjunction with this article and for dis-

play men looking for something new and attractive
it affords a most desirable opportunity for an attractive
and artistic setting. The drawing indicates a back-
ground and floor treatment that may be utilized in
practically any window with or without the per-
manent background. The attractiveness of the set-
ting may be readily adjudged, and the further en-
hancement would be provided through the proper
employment of artificial flowers and foliage. This
setting is of such nature as to make construction a
matter of exceeding simplicity.

Should the design be used for Fall a most
pleasing embellishment could be added by the em-
ployment of garlands of asparagus ferns or any one
of a number of artificial foliage pieces in the proper
Fall colorings, or combinations of flowers and
foliage, fruit and foliage, etc. may be used. For a
Christmas setting it maj' be employed with equally
pleasing effect with bright red ropings and metalic
foliage and tinsels.

The setting suggested here may be readily and
easily installed and requires only the series of 4 x 4
posts, height and width depending on size of win-
dow, seasonal scenery in soft colors made on can-
vas sheeting or light composition board. The floor-
ing is to be finished in triangular shaped designs
and painted.

Suggestion for Window Background by A. Lubarsky, Chicago, Illinois.

Opera in the Store Window

How one Philadelphia merchant capitalizes on displays feat-
uring pianos, phonographs and music rolls — Displays instru-
mental in arousing cultured interest with demand for higher
priced products — An operatic set which created unusual
attention and brought hi^ volume of sales.

Q I^=* El «:^. □
By Walter W. Hubbard, Jr.

THERE'S a certain notion, a sort of "holy of
holies" about opera music, just as there is a
certain false sanctity about the old masters in
art, that defies adverse criticism; a certain lofty feel-
ing which brands as uncultufed heretics all who either
ignore or criticise it.

Realizing that very few people are adept at play-
ing the piano and that an even smaller number of
them are able to play the operatic and symphonic
compositions of the great masters, a Philadelphia
Chestnut Street piano dealer has capitalized that idea
in the sale of music rolls, phonographs and player-
pianos. As he is carrying about half a dozen popular
makes of music rolls, his own and other makes of
player-pianos and two well known phonographs, the
necessity is apparent of arousing a certain amount of

real or artificial culture in the buyers to sell the higher
priced products.

As it now stands, the store window holds, as the
centre of attraction, a miniature operatic set, much
the same as is designed for theatrical producers. In
point of fact it consists mainly of a large soap box
mounted on a stand level with the eyes of passers-by,
and draped with dark green velvet. The front of the
stage, none of the rough "soap-box-effect" being
visible, consists of a large gilt frame, made to fit the
box and overlapping enough at the bottom to give
concealment to a row of tiny electric lights, colored,
of the Christmas tree variety.

As it might interest those in search of new
"stunts," a brief description might not be out of place.
Several boards have been removed from the top of the

Display by J. R. Toms for Lebeck Bkothers, Nashville, Tenn.

box which permits the lighting of the upper part of
the stage and the consequent ehmination of shadows.
The "up-stage" lighting is accomplished with two
ordinary mazda lamps, colored or uncolored, depend-
ing on the necessity demanded by the scene, or by
eight tiny Christmas tree lights of various colors.

Ordinary pleated curtains hang at each side of the
box, red is the preferred color, and they are placed
inside the gilt frame. In addition an ordinary strip of
cloth, the same color, is ruffled and hung from the
top, inside the frame. The whole effect draws crowds
to the window at night especially, and of course an
easel carries a neatly lettered card announcing the
act and number of the scene of such-and-such an
opera. Other cards, lettered in the same color scheme,
but not so large, call attention that the opera records
(say "Carmen," for example) can be secured on
music rolls, or on several makes of phonograph
records, and can be- heard inside without cost, on the
player-piano or phonograph.

This invariably keeps the stock of operatic selec-
tions moving nicely and gives those who come in, a
chance to hear other records and rolls and see various
musical instruments displayed and played.

It would seem to the store in the smaller city that
the problem of getting the scenery painted would be
prohibitive in price or in not being able to secure an
artist locally who could do the work. This particular
store has a man who handles that to perfection, the
back "drop" being merely a sheet of heavy illustration
water colorboard. The side pieces are painted on
any grade of stiff cardboard, usually two on each side.

tacked on a vertically set block and set in the show box
at an angle so that they turn toward the back drop and
tend to hide any of the wooden sides of the box. The
figures are cut out of a stiff but easy-cutting grade of
bristol or cardboard, colored.

' For the man who faces the problem of not being
able to get an artist to paint the sets and figures I
might suggest that he hunt around town for some
graduate of a correspondence school or out-of-town
art school, and place in his hands the Victrola book
of the opera and various illustrated record catalogs
with opera sets pictured — also any advertising mat-
ter issued by the larger concerns containing costumes,
etc., used in operas. Tell the artist what is wanted, —
give him certain leeway and instructions as to a mod-
erate price, — and the promise that the window should
have one display every two weeks and you will be
surprised at the quality of the work you can secure.
Twice a month our display is changed, — and
around holidays special sets are used instead of
operas, — scenes from the civil or later war, — and
special patriotic music rolls and records advertised.
Needless to say, the newspaper advertising must be
indirectly or directly connected with the window
display to insure a greater degree of success, and for
the man with a chain of stores, as this particular
piano company has, will find himself fortunate in
being able to ship sets from store to store and back,
— the only extras being the cost of another soap box
the same size in the next town. Our daily adver-
tising, on all makes of musical instruments, is di-
rectly connected with the window.

Display by J. F. O'Crowley for Little-Long Company, Charlotte, North Carolina.

ISleed of Sales Producing Displays

OC. MAC LEOD is presenting displays of
unusual character and beauty at the great
• McCreery store in Pittsburgh, and lead-
ing artists from every section of the country are
high in the praises of the new display manager of

O. C. MacLeod.

this big Pittsburgh institution. It is generally con-
ceded that Mr. Mac Leod is an artist of the first
water and is giving the shopping public of Pitts-
burgh something unusual. This recent New York

display man stepped right into the shoes of Charles
A. Vosburg a few weeks ago and gave immediate
evidence of his skill. The August windows ar-
ranged for special events were hailed as among the
best selling windows ever placed for the McCreery
store. A glance at the illustrations presented here
give a fair idea of the beauty of Mac Leod displays.

Unusually interesting and instructive are the re-
marks made by Mr. Mac Leod following his recent
tour of store and window inspection which took him
to Chicago, Detroit, St. Louis and other leading
cities. Mr. Mac Leod says :

"I believe that more stress should be laid on
sales-producing windows rather than spectacular
displays.

While appropriate backgrounds are necessary to
the proper showing of merchandise, the back-
grounds themselves should not predominate and de-
tract from the goods displayed.

I have found through observations in New York
and Chicago that too much attention is given to
backgrounds of such a nature as to overshadow the
merchandise on display. The most vital thing in
all kinds of displays is that they should not merely
arrest the attention of the passerby, but lead to
actual sales, and thus make the window decorating
department a producing department rather than a
dead expense.

Most concerns have long considered the display
department one to be tolerated because it was neces-

DisPLAY BY O. C. MacLeod for McCreeky & Company, Pittsburgh, Pa.

Another Beautiful Display by O. C. MacLeod foe McCreery & Co., Pittsburgh, Pa.

sary for the outward appearance of the store, in-
stead of regarding it as an actual sales-producing
department equal to — if not greater than — the ad-
vertising department. The average purchaser to-
day desires not only to read about the merchandise
handled by a concern, but is more convinced of its
merits when he actually sees the things attractively
displayed.

I believe also that more attention should be
given to detail, such as correct color combinations,
cleanliness of windows, glass, fixtures, floor, fin-
ger stains, etc. — also such small details as the posi-
tion of tables, floor lamps, and arrangement of
natural settings.

As an instance of this, when in Chicago recently
I saw a reading lamp placed over an easy chair in a
living room furniture display, which was so placed

as to make it impossible for anyone to sit in the
chair without striking his head against the shade of
the reading lamp. These things seem small, but
they mar an otherwise beautiful display.

In order to be successful in his profession, a dis-
play manager should be one who has worked his
way up from the very bottom of the game — under-
standing the work of the porter as well as the head
of the department. He should have a thorough
knowledge of market conditions relative to window
fixtures, etc., correct forms to be used with up-to-
date apparel, and proper accessories for various oc-
casions.

He should co-operate with the buyers of the va-
rious departments and know their requirements, and
thus aid them in creating business.

Tact, patience, and hard work are three essentials
for a successful display man."

Notes from New York

Plans for new display men's club under way — Month of unusual activity is featured hy
opening of section of new Abraham & Straus Fulton Street front — Improve-
ments at Bedell's rapidly nearin^ completion — Macy's hold silk opening
— Most beautiful collection of Parisian costumes displayed at
Altman's "Dressmakers Opening" — Windows feature
McCreery's 63rd anniversary

By F. F. Purdy

IT APPEARS that the affiliation of local display
managers is to be revived and a successor to be
organized to the Display Managers' Club of
several years ago. The fore part of September a
meeting w^as held of a few display men, including
Messrs. Munn, Hopkins and Vosburg, and tenta-
tive arrangements were made for a meeting and
dinner at the Pennsylvania Hotel on September 28
for perfecting of an organization. The sentiment ap-
pears to be for the admission of assistants as well
as display managers, and for affiliation with the
I. A. D. M. It is too early at this writing to give
the details of the dinner of the 28th, but the idea
of reorganization has a great deal of interest be-
hind it, and we shall no doubt continue to hear
much of the movements of this new body.

The most important move the past month in the
way of local store and window improvement has
been the opening of the west half of the Abraham &
Straus Fulton street front, which has been closed
for marked changes in which the public were greatly
interested, in accordance with the announcement
lettered at the entrance by the firm asking indul-
gence while the very important changes were made.
Thus about the middle of September the two large
windows west of main entrance were opened, re-
vealing, as was foreshadowed in these columns a
month or two ago, a fine stone setting. Strictly
speaking, the background is of Korsodium stone, a
marble product, in its formation and treatment re-
minding one of caenstone, being thus cut and
adapted to its uses. The base of the windows was

Plate No. 2000. Displ.w nv H. R. Claudius for Foster-Ross, .A.uburn, New York.

The displays presented in this plate and in Plate No. 2001 on oppo-
site page formed two windows of the remarkably clever scries of
Christmas displays arranged by Mr. Claudius during the holiday sea-
son of 1919. The set was worked up from a child's story book with
different characters in each picture enlarged to the desired size and cut
out of composition board. The background was painted on same
material. A narrow platform was constructed against the back of

each window about 14 inches from the floor, then the background was
placed on this and characters placed at the proper distance from back-
ground, thus providing the desired effect. Each section was set off
by a bright red and gold frame, set four inches in front of cut-outs,
and over each section and in the center of the frame was the nursery
verse that went with each picture. Red foliage and gold poinsettias
were used on framework.

Plate No. 2001. Display by H. R. Claudius for Foster-Ross, Auburn, New York.

of the same stone, but unpolished. This stone has
a mellow tinge, without the coldness that would
be thought of stone, and it is adapted to the display
of high grade merchandise. The windows were
opened with displays of silks and of millinery, one
of each. In the silk window Mr. Rooney had a
showing of metallic silks in all the orchid shades,
accompanied by a beautiful oil painting of a woman
in a setting of similar hues. French glassware was
also present to add emphasis to the orchid hues.
The millinery window was re-enforced by the skill-
ful and artistic use of screens.

At the time the foregoing windows were opened,
two others, the opposite side of the main entrance,
were closed, and work is progressing in fitting
them up in the same style, which will be completed
in about three weeks. These windows will be done
in caenstone composition. When these are finished
the last two on Fulton street and further east will
be started. The twelve windows on the Living-
stone street front will also be similarly treated. In
fact, it is planned at this writing to have them all
in by October 15. At the corner of Livingstone and
Hoyt streets the large window there will be fitted,
in addition with a fountain and tanks, with over-
head appurtenances to provide for waterfalls when
desired, and fountain sprays, for all of which, singly
or otherwise, there is occasional important use and
need, in the present vivid and up-to-date presenta-
tion of merchandise and ideas to the public. The
A. & S. Fashion Show, by the way, is being held,
beginning with October 5. Mr. Rooney is running
it of¥ in silver and blue, in a large area on the

second floor, the gowns and suits being shown on
living models. Speaking of A. & S., Mr. Katz,
former display manager of this house, is now under-
stood to be in charge of the interior arrangement
of the Kaufmann Department Stores Co., Pitts-
burgh.

While in Brooklyn the windows of Arthur N.
Waldron at Loeser's will not be overlooked, and
in the middle of September he came out with his
millinery opening and used the entire Fulton street
front for millinery, beautifully displayed. Mr.
Waldron, since his serious illness of nearly a year
ago, which left its marks, has "come back" in fine
shape and is in excellent health and spirits and
doing work that is widely and favorably commented
upon.

The Bedell Brooklyn store is now nearly doubled,
with a Fulton street frontage of 110 feet, and the
50-foot addition was opened September 19, when
Mr. Boustead and architect and contractor were
over getting" things in shape with Mr. Cook, the
local display manager, who now has an extra
assistant. This store, with the addition, has a large
island and four good-sized windows, and the throng
walk into the wide entrances and around the
"islands" and are inside of the store before they
know it. The island window is a big thing for the
specialty store. As some one remarked to Mr.
Boustead, "The women are inside, 'signing here,'
and handing over $10 and $20 bills in record time."

Over at Macy's, Mr. Vosburg started oflf in mid-
September with his silk opening, where a three-
window front was filled with displays of brocaded

silks, draped over fixtures and on forms in fine
style. The transition from the Pittsburgh prac-
tice of having a big general opening, to the New
York policy of featuring department merchandise
either separately or in groups was a new thing to
Mr. Vosburg, who appreciates the New York argu-
ment and theory and is adapting himself nicely to
it. Instead of his large staff starting in at 5 a. m.,
he has changed the arrangement to an 8:30 start.
All windows are dressed right after the store closing
instead of in the early morning.

The Altman decorative staff staged with fine
effect the "Autumn exhibition of Paris model gowns
and wraps" that was opened on September 16.
This is known familiarly as the "Dressmakers'
Opening," and a quarter of the fifth floor, a space
about 100 by 150, was used for the purpose, set off,
like a ballroom scene, beautified with flowers and
palms, with fine lace curtains at the windows.
Some fifth handsome Paris costumes were shown,
mainly on living models. The Altman authorities
say that this was the finest collection of costumes
ever brought over from Paris. Conservative colors,
not too "high," were predominant. Velvets and
metal laces were conspicuous, and will evidently be
favored this fall. Many of the woolen dresses were
liberally trimmed with fur, and a number of Duve-
tynes were seen. Silks in metal brocades and black
chiffon satins were in evidence. The afternoon
dresses were generally with elbow sleeves, empha-

sizing the vogue of long gloves. The evening
dresses were almost universally with short sleeves.

Jerome Koerber, display manager for Straw-
bridge & Clothier, Philadelphia, was here last
month — this time said to be looking for assistants.
Mr. Koerber has a big contract and wide initiative
in decorating the store up to any limit, inside and
out, and he keeps in close touch with New York for
many reasons. Strawbridge's is far down town, and
the firm makes up some slight disadvantage in
location with a lavish and beautiful treatment of
store and windows that Philadelphians by the thou-
sand feel bound to see.

Owen Rossiter, former display manager for
Macy and Lord & Taylor, was a visitor to New
York last month for several days and met many of
his former associates at Macy's and elsewhere. Mr.
Rossiter is pleased with his progress and prospects
at the Filene store in Boston, which is under one
of the most enterprising plans of management of
any of our Eastern department stores.

A recent change here is that of Philip Heath,
for a year or more a valued assistant at Macy's,
who is now display manager for the largest cloth-
ing and men's furnishing store of New Orleans.

James McCreery & Co. started the celebration
of its sixty-third anniversary on Monday, Septem-
ber 27, illustrating its growth in progressive mer-
chandising. The fall opening of the store is coinci-
dent, and the evident design of the management,

Toy Display by Leslie D. Slack for I. Livingston & Sons, Bloomington, Illinois.

One-Piece Draping by Raymond Doop, Ramsey D. G. Co., Joplin, Mo.

through display manager John H. Beyer, is to show
the finest of merchandise in the finest possible
manner. Not only are the eight windows of the
Thirty-fourth street front used, but there are spe-
cial backgrounds in the Thirty-fifth street windows
and Fifth avenue arcade, with notable displays. Be-
sides, the cases and ledges on the main floor and
throughout the store are trimmed with emblems
of the fall that constantly remind the visitor of the
continuance of a worthwhile event. The careful
arrangements, made with consummate exactness
and detail by Mr. Beyer, are worth some extended
description, which we commend to the study of
display managers everywhere :

The entire Thirty-fourth street front seems to
suggest evening apparel, and yard goods are used
in merchandising it. The opera and evening func-
tion "are constantly brought to mind by the luxuri-
ousness of the materials — even by the one window
in which a beautiful fairy tale is depicted — but of
this more anon. Let us start with the window
furthest west, toward Broadway. Some nine inches
in front of the mahogany background is a nine-foot
high velvet background — each side in three sec-
tions, that in rear widest at each side, leaving space
between ; next background section not so wide at
each side ; next section, further front, still narrower.
In color, this combination background is in twenty-

four hues of velvet, shading gradually one into the
other. Looking through the archway between the
two sides of the background, the visitor sees a
beautiful turquoise blue and silver brocade panel.
On the velvet background, by the way, are rows of
jewels and spangled tinsel efifects. The flooring
consists of silver and blue blocks of metal glitter.
Center of window contains a series of large Futurist
fruits on velvet covered disk, borne in a large silver
plated basket, from the handle of which depends
large streams of beautiful dress trimmings. To
right, rear, is a large Grecian fruit bowl filled with
Futurist fruit, in various hues, like red bananas,
green pears, scarlet peaches. The merchandise
feature consists entirely of trimmings, fine goods
all of recent importation.

Skipping one window, to the next — just at the
left of entrance — it balances the foregoing, just de-
scribed, but laces being featured, with same general
treatment — against the trimmings of first window.
Between the two, in center, is the silk window.
There is the same velvet background treated the
same way, with a similar color scheme, while
the panel is black and silver tapestry, as
seen through the space between the two
series of backgrounds. On each side is a
series of pipes and squares running to a height
of seven feet. In the center is a large and hand-

somely shaped stairway, with three steps in black
and blue crackled effect. The floor is of silver and
black blocks. On the left side stands a beautiful
antique chest, from which the handsome silk fabrics
are draped down to the floor. To right stands an-
other Grecian bowl of Futurist fruit in high colors.
On the steps stands a Moroccan damsel standing,
well poised in her dance. From her hands are
draped long sweeps of brocaded silks running down
the steps to the floor.

Now visualize the windows to the east — just
right of main entrance. The background is of Batik
silk showing a sunset effect, which is ornamented
by a luxuriant tree, and a conception of the artist
which gives the idea of the four winds blowing the
leaves from the tree. The potency of the imaginary
winds is shown by the autumn leaves which are
scattered on the floor. The setting consists of one
large marble table toward center and a marble bird
bath toward the corner. The merchandise is even-
ing gowns, shown on two wax models, one having
the effect of a newcomer entering, while the other
stands in position ready to extend a welcome. Skip-
ping the next window, to the one at further end,
there is the same general effect in background,
though the design is different. There is a large
marble chair standing near center, and a small
marble table toward corner, back, left. The setting
in the window is charming in its human interest,
being composed of three wax figures — a little girl,
who seems to be the hostess of the party, and is
evidently trying to kiss a little boy good night, the
boy being bashful and endeavoring to get away. A
lady is regarding the scene benevolently, who is no
doubt the boy's mother, wearing a beautiful evening
wrap, which is the merchandise featured. Boy
wears black velvet suit and girl an evening dress.

Center window of this east group is for evening
gowns and weaves in the beautiful theme of Cinder-
ella. Central scene, ballroom on the third night —
entire window mellowed with blue lights, giving the
wierd effect. To right is a series of three steps —
the entrance — on which the Prince stands arrayed
in all the glory of the Middle Ages. In enter of
background is a large balcony and window effect.
In the balcony, running entirely around the com-
plete opening, and 24 inches high, can be seen
figures in evening gowns, while looking through
the window is a gorgeous ballroom scene, with peo-
ple dancing and sitting about. The close observer

can notice the hands of the clock pointing to 2 min-
utes past 12. This is the third night of Cinderella's
entertainment, whereas her fairy godmother has
told her to be out of the palace by midnight. In
the window proper can be seen the beautiful wax
doll of Cinderella. Her fine evening gown has fallen
from her and fallen on the steps, and she is fast
falling into the status of the poor Cinderella. Her
golden locks are blowing straight out in the air as
she makes her way and the slipper she has lost can
be seen, on which is concentrated a high-powered
spotlight. At right corner, back, is a large pumpkin,
denoting turning back to old form of the fine car-
riage. To front, right, the reins indicate that the
horses have again returned to mice and made off.
The merchandise shown consists of gowns worn
by Cinderella and others, while a specially fine pair
of slippers of size 2^/2 were made for the event.
To children who had read Cinderella this unique
and beautiful scene was a red letter event. To
others it was a thing of beauty and cause of admira-
tion. James McCreery & Co. are liberally appro-
priating thousands of dollars in staging events and
demonstrating their merchandise to the public, and
Mr. Beyer is doing some admirable work in carry-
ing out their policies.

Winners in National Contest

T^HE display contest held in conjunction with
the convention of the National Association of
Retail Clothiers at Hotel Sherman, Chicago, Sep-
tember 21-25 was a most successful event, leading
men's wear artists from all sections of the country
entering photographs in the competition. First
prize in the men's clothing class was won by L. F.
Dittmar, display manager for Rike-Kumler Com-
pany, Dayton, Ohio. George B. Scott, who directs
the display department of The Metropolitan, Day-
ton, was given honorable mention in this class.

In the men's furnishing class first prize was won
by Clement Kieffer, Jr., display manager for C. A.
Weed & Company, Buffalo. Arthur W. Merry re-
ceived honorable mention. A silver loving cup was
awarded in each class. Other display men to receive
special mention were : Carl W. Ahlroth, Union
Company, Columbus, Ohio; M. Wolfson, Baer
Bros. & Prodie, Chicago ; C. J. Westvig, Dotson,
Kerwin, Waterloo, Iowa, and G. H. Patrick, Washer
Bros., San Antonio.

Annual Prize Display Contest

Merchants Record and Show V/indow Contest for 1920-21 opens
— Twenty-one valuable prizes including beautiful silver loving
cup, ten ^old medals, ten diplomas of merit and a number
of awards for special excellence — All display men eligible.

Because one is employed by a smaller store is no rea-
son for not entering the Merchants Record and Show
Window Annual Contest. In years past many prizes have
been won by window decorators in comparatively small
towns. It is the work that is judged, not the name oif the
display man, nor the size of the store. Read the conditions
below and send in photographs of your windows — your
chance to win is probably greater than that of many others
who will compete.

Classification of Displays

Class 1 — For photograph of best display of Dry Goods
and Millinery.

Class 2 — For photograph of hest display of Men's
and Boys'" Clothing.

Class 3 — For photograph of best display of Haber-
dashery.

Class 4 — For photograph of best display of Hats
(men's).

Class S — For photograph of best display of Shoes
(men's, women's, children's).

Class 6 — For photograph of best display of Hardware,
Cutlery and Crockery.

Class 7 — For photograph of best display of Furniture
and Household Furnishings.

Class 8 — Miscellaneous — This class includes groceries,
musical instruments, books, toys, drugs, etc.

Class 9 — Exterior and Interior Decorations, includ-
ing store arrangement.

Class 10 — Show Cards (pen, brush and air brush).

The first prize in each of the ahove ten classes is an
Engraved Gold Medal. A beautifully engrossed Diploma
of Award is awarded as second prize in each of the above
classes.

Grand Prize — Sweepstakes Class
Grand Prize — For Best Collection of Displays. In
this class the prize will be awarded to the contestant sub-
m.tting the largest number of good photographs during the
period of contest. The prize will be a beautiful Loving
Cup, especially designed and engraved for this purpose.

Terms of the Contest

Any person, without any restriction whatever, is eligible
to enter photographs in any and all classes.

Displays sent to us not marked for the Annual Contest
will te entered in the Monthly Contest for the current
month.

Displays that have been sent to other publications will
not be entered either in Annual or Monthly contests.

All photographs entered in contests shall become the sole
and exclusive property of the Merchants Record Com-
pany.

All photographs submitted in this competition must be
fully described and must be sent to us before June 1st,
1921.

Descriptions of displays should be pasted to or written
on backs of photographs.

All photographs entered in the Annual Contest must
be marked up on the back of each photograph as follows:
"For Annual Contest/' with name and address of dec-
orator.

Points to Be Considered in Making Awards

Sales — Under this head shall be considered the effect of
the display in making sales.

Attractiveness — This applies to the decorative treat-
ment of the window as a whole, and to .the manner in
which the goods are arranged with a view of impressing
the beholder with their merits. This point also includes
workmanship.

The judges in the annual contests shall be the editor of
the "Merchants Record and Show Window" and two
window decorators of acknowledged authority.

cMe^chants Record
and Show Window

An Illustrated Monthly Journal for Merchants,
Display Managers and Advertising Men

COMBINING

"Harmon's Journal of Window Dressing" - - Established 1893

"The Show Window" Established 1897

"The Window Trimmer and Retail Merchants

Advertiser" Established 1903

"Merchant and Decorator" . - . . Established 1905

Published on the Fifth of Every Month by

The Merchants Record Company

J. F. Nickerson, President and Manager.

Edw. H. Fox, Vice Pres. and Adv. Mfer.

James W. Foley, Editor T. A. Bird, M^r. Service Dept.

5707 West Lake Street - - Chica|,o, Illinois

City Office, Room 511, No. 163 West Washington St.

Telephones, Austin 1303 - 1304

EASTERN OFFICE; Suite 5001 WoolwortK Buildinfe, New York City

Telephone 7363 Barclay

OFHCIAL ORGAN

International Association of Display Men
Kansas Association of Display Men

**In transmitting photographs see that full postage is prepaid,
otherwise they may go astray. Descriptive matter should NOT be
enclosed with photographs unless full first-class postage is paid. Mark
photographs for identification only, and send description in separate
letter.

•*Centributors of photographs should obtain_ duplicate prints if
desired for their own use, as photographs entered in contest cannot be
returned.

**When ordering change of address, subscribers should give both
OLD AND NEW ADDRESSES to insure proper recording on our
mailing list.

**Copy for advertisements should be in, the publisher's hands not
later than 20th' of preceding month to insure position in current number.

* Copyrighted hy the Merchants Record Company

October, 1920

An Editorial

THE following editorial "The Gospel of Work"
by H. H. Southgate, advertising manager for
the United States Motor Truck Company, and pub-
lished in The Floating Power Plant News, house
organ of the U. S. Motor Truck Company, presents
a strong argument and at this time is indeed worthy
of wide circulation. The editorial:

Is America to become a nation of shirks and slackers?
Shall we continue to "let George do it"? Or are we
now ready to emerge from the mental slump which fol-
lowed the Great War and jump aggressively into the
world-wide battle of commerce, forcing our way to our
rightful leadership among the nations of the earth?

Our place is among the leaders of the earth in com-
merce, finance and industry. But unless we come out of
our trance that place will be forever lost to us. America
today plays the part of the dissolute Nero, jazzing away

the precious hours while the Rome of our opportunity is
destroyed by the fires of indiflference.

"George" — meaning both our friends and enemies
among the nations — is doing it, all right. He is going
full speed ahead. Instead of leading, we are trailing. And
lack of production is wholly responsible.

Work pays the bills. Work earns promotion. Work —
honest, hard work — will help bring down the high cost
of everything. Nothing else will. What America needs
is less conversation and more perspiration.

We idle. We talk. We play. Others work. They
toil night and day to repair the ravages of war, and to
build up production in all lines.

What is the answer to be? Will America work, or
will she want? Is the high cost to decrease, or will idle
plants and empty shelves force it still higher?

The man who works fewer hours or does less work
hurts his own cause. He cuts down production. He is
an industrial SLACKER. There is no more excuse today
for his conduct than there was in war times for the man
who evaded his war obligations. Not alone does he injure
himself. He hurts his family — his friends — his country.

Our safety as a nation depends upon PRODUCTION
— hard, driving effort to forge ahead. Before the war,
and during it, we made wonderful progress through pro-
duction. Then we stopped to rest. Our minds and bodies
are now rested and refreshed. Once more we must work —
work to LIVE. The prosperity of the future depends
wholly upon our actions today.

PRODUCTION means work— WORK— and still more
work! — until each of us has reached the height of his
efficiency and earning power. Not alone do we need pro-
duction in the factory, but in the office, on the road, on
the farm, in the home — in every phase of our lives.

Work, for the joy of work itself — for the sake of suc-
cessful accomplishment — for the betterment of all — to
bring down the high cost of living through increased pro-
duction and decreased overhead — for the future peace and
comfort of our sons and daughters — for the salvation of
America— W O R K !

Talk will not right conditions. Act! Work more and
talk less. And as production creeps higher, day by day,
the difference in prices and conditions will become appar-
ent. PRODUCTION alone will make that difference.
Work brings production. Preach the Gospel of Work,

Cashing In on Special Service

ORDINARILY one would not think of going to a
department store in quest of a state license to
own and operate a motor car, but through recent ad-
vertisements of the Lord & Taylor store, New York
City, the public has been made aware that official
authorization for operating an automobile in the
state of New Jersey can be obtained by applying
at this store's new "Man's Shop," on the tenth floor.
Lord & Taylor's, in other words, have made ar-
rangements with the New Jersey authorities where-
by they are enabled to render special and unusual
service to the hundreds of motorists who reside in
New Jersey, but work in the big metropolis across
the river. A branch of the state motor license
bureau has been installed in the store ; and owners
of cars can now get their certificates and tags with-
out having to take the time and trouble to go to

New Jersey and take their place in the long line at
the main office of the license bureau.

The store, of course, makes no direct profits out
of this service, 'but indirectly the profits are un-
doubtedly large. It leads to many sales of motor
apparel and accessories which otherwise might be
diverted elsewhere and also results in sale of
other lines of merchandise too, besides motor equip-
ment. In addition to bringing automobile owners
to the store, the novelty of a department store issu-
ing motor licenses is a mighty good advertising
feature.

Since the 'beginning of the world war the prac-
tice of rendering such special service to the public
has suffered a decline. Rising^ costs, scarcity of
help, and other merchandising conditions which
compelled a reduction of "overhead" had caused the
retail dealer to cut out these accommodations.

Now, the policy of apparently giving the public
something for nothing is coming into vogue again.
Big department stores and small dealers alike are
beginning to realize more and more that no matter
what it costs special service pays big dividends.

Dean and Kieffer Direct Pageant

T^HE greatest celebration in the history of Buf-
falo took place on Friday, September 24, on the
occasion of the SOOth anniversary of the landing of
the Pilgrims at Plymouth Rock. Representatives
from Great Britain, Canada and the Netherlands
were in the city and participated in the events of
the day.

The outstanding feature of the day, replete with
unusual attractions, was the great street pageant,
pronounced the best ever witnessed in Buffalo. This
monster parade was planned, organized and con-
ducted by the members of the Buffalo Association
of Display Men. Mr. John R. Dean, Buffalo Trust
Company, 'being chairman of the Parade Committee.
Assisting Mr. Dean was Clement Kieffer, Jr., dis-
play manager for C. A. Weed & Company and a
most energetic worker in the display ranks.

Other display men members of the Buffalo Asso-
ciation of Display Men taking prominent part in the
success of the day are: Edward D. O'Dea, E. E.
Closkey, Carl Sickler, Phillip Belanca, George
Murray, Mark Spaulding, Joe Becker, Frank Stock,
A. J. Albert, Charles Leech, George Greenleaf, John
Wolfgruber, William Strong, William Baum, Harry
Van Wie, Edwin Goldstein, Charles MacKearnin,
G. S. Robinson, William Haynes, Walter Lantaff,
Charles G. Haas, W. H. Barry, Howard Johnson,
William Amborski, E. Kurnzski, E. L. Buehl, Joseph
Streiber, Frank Wiliax, E. McEachnie, Benjamin
Meneschy, Lester Erlenbach, Arthur Wamsley,
George Torrigian, William Wright, Charles A.
Reichert, Mr. Geary and Mr. Curry.

Our Monthly Contest

Ellsworth H. Bates, Bloomin^ton. III.

W. C. Grams, Denver, Colorado

F. B. Waldo, Boston, Mass.

T. H. Roy, Quebec, Canada

William H. Richardson, Sidney, Australia

Homer H. Seay, Charleston, W. Va.

John L. Stark, Portland, Ore.

A. W. Brown, Ottumwa, la.

Note : It should be understood that prize win
ning pictures are not published the same month in
which the prize is awarded. This would be imprac-
ticable, owing to the fact that the displays would sel-
dom be seasonable. For example, the prize winning
photograph for December would probably be of some
holiday display, as practically all of the photographs
received during December are of that class. The
winner would be announced in the January issue.
This would be too late to print a holiday display, as
the ideas contained in it could not be made use of
for nearly a year. We therefore hold prize winning
pictures until they are seasonable.

Our Service Department

Please send us any information you may have cover-
ing the subjects checked on the following list:

Metal Display Fixtures.. «

Wax Figures

Papier Mache Forms

Electric Signs

Store Lighting

Window Lighting

Show Case Lighting

Color Matching Lamps....
Papier Mache Decorations.

Artificial Flowers

Card Writer's Supplies

Valances

Soda Fountains

Store Ladders

Air Brushes

Wax Figure Repairs

Floors for Show Windows.

Store fronts

Outside Show Cases

Show Cases

Clothing Cabinets

Elevators

Store Seating

Lace Racks

Rug Racks

Curtain Racks

Backgrounds, Ornamental..
Backgrounds, Hardwood...

Cash Carriers

Cash Registers

Delivery Wagons

Delivery Trucks

Metal Furniture

Shelving

Wood Display Fixtures

Write in names of subjects not listed.

We expect to build ( ) Remodel ( )

Date

Name

Address

Dimensions of Store.

Cut out and mai^ to Service Department, Merchants
Record Co., 5707 W. Lake St., Chicago.

Merchandise of rare richness and brilliant coloring features
State Street show windows — Openings delayed in several bi^
stores — Elaborate background construction absent from present
displays — Bi^ reduction in clothing prices predicted — Price
reduction ur^ed in order to stimulate normal buying

a^^sonc=^B

MERCHANDISE dazzling in richness and
brilliant coloring and presented in bewilder-
ing variety featured the State street win-
dows during the early Fall showings. Merchan-
dise was the big item and in those stores observing
the Fall opening just previous to the beginning of
October it was noticeable that not so much in the
way of elaborate backgrounds was attempted this
season. To be sure, several of the big stores have
scheduled their openings for the first Monday in
October, among them being Marshall Field & Com-
pany, The Fair, Boston Store and others, and it is
safe to assume that one or possibly all of these
stores will present the expected pretentious settings.
Mr. Tannehill, display manager for Carson, Pirie,
Scott & Company, has some very attractive win-
dows, the choice of merchandise and arrangement

of same affording the main point of attraction. The
great grey drape was employed in the background
in conjunction with beautifully bordered mirrors
and specially designed furniture pieces and the real
beauty in the employment of the furniture can only
be realized on reviewing the windows. Mirror
frames were bordered with specially designed foli-
age and autumn flowers were delicately used on
furniture. The well-known Tannehill skill is
clearly evident in the merchandise arrangement and
this great artist has presented for the approval of
the shopping public materials and styles of exquisite
and rare beauty. The styles embodied the true
traits of the new fashions and exaggerations were
carefully avoided. Veldyne suits, typical of the
fashion trend are in immediate favor and most liked
in dark blue with Australian opossum. Dresses

Opening J^isplay by Allan H. Kagey for AIandel Brothers, Chicago

Display of Ladies' Footwear by The Regal Shoe Shop, Wabash and Monroe Streets, Chicago

seem to be generally made along straight lines with
long waist. Girdles are much in evidence while
hand embroidered skirts seem popular. Colored
beads and jet trimmings are fashionable according
to attention they are receiving. Beautiful assort-
ment in separate skirts in plaids and pleats was an
important showing at Carson, Pirie, Scott's and in-
dications are that they are in indisputed vogue.
Wraps of rare elegance with gorgeous trimmings
such as fashion has decreed are to be seen in every
big store. One of carmine velvet with dull gold
and black embroidery and sable-dyed squirrel and
featured in a window of Carson, Pirie, Scott & Com-
pany had thousands of admirers — and the price is
only $450.

Mandel's Beautiful Showing
Duvetyne continues popular and with veldyne,
duvet de laine, yalama and velours seem to be in
great demand. Many charming models exquisitely
draped, are to be seen in the windows of Mandel
Brothers where Allan H. Kagey, the display man-
ager has some beautiful displays. Massive hand
painted drapes occupy the background of each win-
dow, and are caught up occasionally with rich silken
cords. Large mirrors with specially designed
frames form an artistic and compelling addition,
while furniture of special design along with lamp
bases and shades, vases and exclusive floral units all
aid in a most attractive series of displays.

Lelewer's Windows Attractive

John Hayes, that popular display artist, has two

100 per cent displays at Lelewer's, State street. An

elaborate background is made from composition

board and specially designed and painted while a

most pleasing application of metallic finish foliage is
presented. Floor blocks are used over red and
green plush velour making an exceedingly catchy
treatment. Fixtures and novel cards were made by
Mr. Hayes and aid in completing two displays of
unquestioned selling value.

M. L. Rothschild Displays

Harry Davis, display manager for M. L. Roths-
child's at this writing is enjoying his vacation in the
country but his directions were evidently well
understood before he hied himself to the cows and
chickens. The Rothschild windovt's are up to the
Davis standard with scenic ovals nicely employed
on wood panels in the background and a pleasing
application of artificial foliage and flowers. Sev-
eral pieces of furniture are nicely employed. The
high standard of show cards for which Mr. Davis
is also responsible was maintained during his vaca-
tion by none other than our old friend G. Wallace
Hess.

Mr. Roddy's Debut

D. E. Roddy, successor to Mr. Beaver as display
manager for Henry C. Lytton's (The Hub) is re-
ceiving congratulations because of his artistic dis-
plays. A clever idea is presented by Mr. Roddy in
the covering of permanent panels with tan monk's
cloth with curtain effect at top fringed with dark
blue. The floors of the windows are covered with
brown velour. Beautifully designed and poly-
chromed lamp with painted parchment shades en-
hance the general effect. Clever cards in blue and
gold bordered in black form a feature that has at-
tracted much interest.

The other big State street stores have scheduled

Opening Display by Howard Oehler for Wieboldt's, Chicago

their openings for October 4th, this late date being
due to the extreme hot spell which has held Chicago
in its grip for nearly a month and the general
apathy in buying.

Department and clothing stores generally pre-
dict a 20 per cent reduction in clothing prices but
the people are warned that a reaction may set in fol-
lowing the initial reduction if the reorganization of
business prices and conditions is not orderly and
progressive. The prices on soft collars have been
reduced 10 to 30 per cent and Marshall Field &
Company has announced a reduction of 30 per cent
in ginghams. One of the big Chicago mail order
houses announced price reductions as follows :

Percale, was 40 cents a yard, now is 19 cents
silk tafifeta, which was $2.57 a yard, now is $1.48
sheeting, 27 cents, now 15 ; muslin, 35 cents, now 15
flannel, 43 cents, now 29; gingham, 39 cents, now
23 ; overalls, $2.50, now $1.48; women's shoes, $4.98,
now $3.98; Ford tires, $18.10, now $13.45.

"Unless prices are made sufficiently low to stim-
ulate normal buying it will be inevitable that un-
employment will result" says Julius Rosenwald, and
continuing he intimates that merchants may be com-
pelled to go through a period of readjustment,
which will mean losses on accumulated stocks of
merchandise and also a considerable loss of time to the
workers.

Display of Office Fixtures by Paul Lupo for Barker Brothers, Los Angeles, California

46 '

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I How to Make Show Cards

Practical instructions covering the fundamental
principles of the department store card writer's
work with suggestions from experienced show
card men as to the best methods and tools to use.

Bc=><f=in

Conducted by G. Wallace Hess

This department is a regular feature of Merchants Record and Show Window. All of our readers are invited to submit as many
Questions as they like. Inquines received prior to the twentieth of each month will he answered in the following issue.

FOR stores that are ever ready to spend a little
more on window signs than the mere cost of
plain cardboard, embossed photo mounts are
worthy of consideration. What is, perhaps, the
largest factory in the country producing this line
is located in Philadelphia and their products are to
be had in every store dealing in photographer's sup-
plies. Again, small mounts in a great variety of
shapes and combinations of effects are to be had
that are very desirable for price tickets.

Card Number One shows a quick italic letter.
This type is perhaps the strongest favorite of any
pen letter. There are many skilled with the brush
however, who do not take to the pen, and this small
type of letter is hard to make with the average
brush.

I am loath to give advice about the cutting of
brushes, and w^hat follows had better not be at-
tempted until you feel that you can afford to throw
fifty or sixty cents in the waste basket.

If one vi'ill get the best make of an artist's water
color brush, made in England by a famous manu-
facturer of colors and artists materials ; take about a
four brush, clip the point off v^ith safety razor blade
so it will make a stroke about one-sixteenth inch
in width, you can make a cracker jack of a tool for
small Roman lettering. Bear in mind it is best to
cut too little, than too much.

Opaque colors are beautiful on dark card board
if delicate tints of colors are used. This applies to
either pen or brush. Chronic dissatisfaction is gen-
erally expressed for all kinds of white, yet, better
whites are on the market today than ever before.

Where dark browns, dark blue, dark green, purple
and black boards are used, one can get better re-
sults by using a delicate tinge of creamed white,
than vi^hite itself. By tinting white with Paris
green (one of the most beautiful of greens), with
carmine, vermillion, purple, or blue and keeping
some of these mixed in screw top jars, I am certain

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upenon in qualitv
SniarL in style
ifxclusivG patterns

Six dollars

ook al these

rowns: tlievre vei-y

stvlish diis season

continually. It also follows where color is treated
like this, that it is possible for the mucilage in the
color to become so weak that color is liable to rub
when dry. In this event a few drops of mucilage
must be added. The novice must remember that a
color too strong with mucilage will not flow.

Remember also, that the more flexible the pen
points the better for opaque. In this respect wit-
ness the mucilage pen lettering on card Number
Three — quickly made, easily read. A color skit
with a hand painted initial appears on same.

Card Four shows a fashion skit pasted on card
with gold line around same. As mentioned before
in these columns, gold will show up 'better on a
pebbled surface board.

Card Five shows a blue ribbon outlined with

that you will almost discard plain white. Plain
white on black is cold — a white delicately tinted
does not lose in commercial value, but it increases a
hundred fold in artistic value.

Workers skilled in pen lettering will find it far
better to keep a set of six one-ounce screw top jars
for pen colors exclusively. Temper well ; stir well,
so that a thick mass of color does not stick to pen.
See that the covers are on at all times when not in
use. Do not let it dry out. Every night at quit-
ting time add three or four drops of watei* from a
glass dropper or squirt 'bottle.

If you can work quickly, you will fare better by
not using ink retainers with text pens in opaque

L.J1XI.

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rminc

Uarnicnts

in the zyeni
newest styuLiS

color. Try using a three or thrce-and-one-half size
pen first. You must experiment on color to get it '
just right. Suppose you have six different tints.
Don't try to see how thin you can get one jar.
Rather start grading down the line of jars until you
find the proper consistency for working. Remem-
ber, opaque colors precipitate — they must be stirred
occasionally. Also remember, it takes water to flow
them and that you will use up more water than
color. Hence it follows water must be added — a
few drops now and then — when color is being used

gold, the panel at bottom being bright orange. At
the top is a squirrel. Eliminate the squirrel. Try
the irregular ribbon about six inches long in about
one-and-one-fourth inches from left side of a dark
card. Get ribbon in a delicate blue tint, panel at
bottom, bright orange and see what a little color
will do. Letter the card in white — then letter an-
other in delicate creamish tint, with cap in red.
Which looks best?

Two things are especially called to your atten-
tion on Card Seven — the space between the words,
a vital thing for easy reading and the free and easy
beginning and ending of curved ends.

An analysis of Card Six — the letter "h"' in word
"the" will show a squaring-up process used after the
curved ends are made, but particular stress is laid on
the fact that where this is going to be done the
curved ends, particularly at base must not be as
flowing as in Card Seven.

A manufacturer — name nationally known — re-
cently phoned me asking me to prepare some ex-
amples of lettering done with his colors with the
ball pen. Upon calling on him I was shown some
samples and asked certain questions about defects.

at5 of tke seasor
most approved inaterials for
matron and miss.

1, _

I am not throwing any boquets at myself, but if
any man has ever tried to impart honestly what
knowledge he may possess to his fellow worker I
have tried double. If you have ever received any
benefit, I would like — not for monetary reasons nor
hope of financial remuneration directly or indirectly,
nor to use your name in circularizing in any way —
to know if you have ever found it thoroughly prac-
tical to use opaque colors in the round so-called
speed pens? Have you been able to use white with
them to advantage?

A postcard will do for reply — ^initials not name
may be signed to same.

In Which a Dummy Features

Detroit, August 22.^-Out of the infinite conglomera-
tion of rumors, fables, fallacies, superstitions and fancies
that may arise and sweep through a close-crowded com-
munity of a million souls, there has come a strange tale.

Through some fickle alchemy of circumstances, thou-
sands of Detroiters have come suddenly to a fixed belief
that an ordinary wax clothing model, which stands motion-
less in one of the show windows of the Kern store at
Woodward and Gratiot avenues, is alive.

They are so sure of it that they are spreading the
story like wildfire through the city; they are so certain that
they crowd 20-deep in front of the show window "to see it
move;" they are so convinced that they offer vehemently
to make bets with any skeptics who may chance to doubt
their assurance.

The figure is an ordinary men's clothing model, accord-
ing to Ernst Kern, head of the Kern store; perhaps a
little more lifelike than some in use in other stores, but by
no means startlingly human-looking. It has stood in the
window for five or six months without attracting any more
attention than its maker expected; and has worn the same
suit and price tag for more than a week.

But last Friday crowds began to gather in front of the
store to peer at it curiously and to "watch for it to wink."
The model stood unblinking, but that made no difference
to the curious throng.

"It's a man; it's alive!" the word passed through the
ever-increasing crowd and thence on wings out to the re-
motest reaches of the city. Then the story began to

lLi

value gtvin
event at savings tKatr
really count

spread with 10 times the speed of the chain letter system
of dissemination. Those who didn't hear of it from a
friend, and therefore stop to look, stopped because they
saw others gaping and then took up the strange fancy to
pass it on.

As a result, the street in front of the store has seen
a gathering crowd about once every hour ever since. Even
if one knows it isn't alive, his human curiosity makes him
stop to see a dummy which could fool so many. And as
for those who "got it straight from the inside," their cer-
tainty is so complete that they make even some of the
skeptics go away doubtful.

"I called a policeman Monday and asked him to shoo
the crowds away," Mr. Kern said today. "I told him to
tell them it was only a wax dummy. When he told the
crowd that, one man offered to bet him $20 it was alive,
and he was so emphatic that even the policeman went away
believing it was flesh instead of wax."

Tuesday evening one man came down with a flashlight,
determined to catch the model by surprise and "make him
bat an eye." This clever Sherlock crept up close to the
window and suddenly threw the rays from his flashlight
on the figure.

The dummy wouldn't recognize him, not even with
the flick of an eyelash.

But human confidence in the absolute verity of stray
rumors from nowhere can not be shaken by anything so
inconclusive as that. Others gathered. Several "saw it
move." The hand is quicker than the eye and the eye as
slippery as the imagination.

"I tell you I saw him move his right hand," said one.

"Yes, he did," cried a fat man suddenly, "he moved it
again. Look!"

And everyone transferred eyes to the immobile right
hand, staring at it until it almost did seem to sway a bit.

The eye was quicker than the hand — much quicker, in
fact. For the model is indubitably wax and will stand
until it disintegrates without moving a hand or flicking an
eyelash. That is, unless it is taken out of the window to
prevent the sidewalk from being choked.

Mr. Kern is at a loss to know where the idea of his
model's humanness originated, but is inclined to lay it to
the recent I. A. D. M. convention here, at which models
of amazing lifelikeness were shown and told about in the
papers. And to newspapermen who are familiar with the
way an innocuous bit of news may be twisted into a
startling story, this appears probable.

(Detroit Free Press.)

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Merchandising Without Street Cars

Interesting experience of merchants during recent Toledo car men's

strike — Real value of show windows put to test and proves its

power in face of most adverse conditions — The record

of the Thompson-Hudson Company's windows

By Will E. Flint, Jr.

MANY cities have experienced the difficulties
of handling the restless public during the
vacation days of motormen and conductors,
while awaiting the peaceable settlement of some
wage or time controversy. But it remained for
Toledo to entertain its populace during the fur-
lough of some three hundred pretty yellow street
cars, which aided in holding down three miles of
Michigan rails. Without throwing stones, permit
me to say that officially Toledo had very little to
lose by their absence because official Toledo owns
automobiles, but all industries of a productive or
distributive nature and the less fortunate ones of
our city who did not have automobiles paid the bill,
and we are still paying.

Primarily, this prelude does not aim to criticize
but is intended to impress on readers of the Mer-
chants' Record and Show Window just who were
most afifected and how, as regards productive indus-
tries. Many hours of time were lost by employees
and many thousands of dollars in products were
sacrificed. There remains the other side from a
retail standpoint, and mind you, ninety-eight per
cent of a man's time in the retail business is de-

voted to planning and figuring just how and with
what he can serve the community in which he has
centered his efforts and placed a most visible pledge
by the construction of buildings and by the invest-
ment of money in merchandise to serve that com-
munity.

Remember, the voters of Toledo by their own
mar kagreed to give the cars a rest — that is, just
"most of 'em," and the others helped carry the
populace in a good Samaritan way. But for three
and a half weeks interurban traffic, in-bound, was
halted at the edge of Toledo and with 638 cars a
day entering Toledo in normal days, merchants nat-
urally had many thousands of dollars automatically
eliminated from their ledgers. Employees were late
in arriving, and all in all the employer's pledge to
serve was indeed made hard. Where two per cent
o f their time was left for them to figure and file gov-
ernment reports of taxes and incomes, it soon be-
came evident that somebody was due to work over-
time to procure incomes— and they did.

Even to the non-human side of their business,
such as delivery service, show windows, etc., news-
paper advertising was the only service that took a

Display by Will E. Flint, Jr., for Thompson-Hudson Company, Toledo, Ohio

Display by Max Genereux for Missoula Mercantile Company, Missoula, Montana

setback and reasonably enough it should. When
people had no means to travel, why should money
be spent that offered no visible returns on the in-
vestment. Understand me, newspaper publicity
was not entirely eliminated, simply reduced from
50 to 75. per cent by some institutions.

Now, there remained those who did and could
travel to be served, and any reader of the Mer-
chants Record and Show Window knows the only
remaining medium of advertising to tell people of
their possibilities in buying quality at savings — and
it is here the Display Windows held their own. Rap-
id changes were made and in some stores my obser-
vations would indicate that an increase of from 25
to 50 per cent more displays were placed. It be-
came increasingly difficult to allot space, due to the
requests of buyers who realized their advantage

of advertising in windows. Their advertising
qualities brought business in excess of the previous
year's results under normal conditions, and the fact
cannot be denied that my personal record of window
calls for merchandise on display increased from
twenty-eight calls per week average, for the same
time the previous year, to forty-four. During such
a period a system of filing can be easily adopted
where each man can report his calls and a few
minutes each day will prove facts of this nature,
by entry in a call book and any .argument confront-
ing you in regards to the value of your windows
to your institution can easily be offset by facts
which speak for themselves. Because the windows
are in front of the store does not imply that the
organization is entirely back of them — a record of
sales producing facts will put them there — and any
merchant will appreciate their presentation.

Toy Display by Walter E. Zemitzsch for Famous & Barr, St. Louis, Missouri

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International CAssociation

First Vice-President

Edw. K. Lummus, Holidge's
Boston, Mass.

Second Vice President

Kau. M. Amdahl, The Palace,
Spokane, Wash.

Third Vice President

G. R. Macgregor, Hudson Bay
Co., Winnipeg, Canada.

display Men

President — Chari.es F. Wekdel, The J. L. Hudson Co.,
Detroit, Michigan.
Secretary— T. Guy Duev, Wurzburg's D. G. Co., Grand Rapids,
Michigan.

Treasurer

L. A. Rogers, John D. Mabley,
Detroit, Mich.

An Educational
and Business Organization

Executive Committee

Richard Myers, The Emporium,

St. Paul, Minn., Chairman.

Program Committee

B. F. Millwaro, Mannhetmer
Bros., St. Paul, Minn., Chair-
man.

Publicity Committee

James W. Foley, Chairman,

5707 W. Lake St., Chicago, 111.

Speakers Bureau

C. J. Potter, 231 W. .39th St.,
New York, N. Y., Chairman.

Membership Committee
Carl Goettman, Joseph Horn
Co., Pittsburgh, Pa., Chairman.

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Food For Thought

WHO was it that made the remark, "A rolling
stone gathers no moss"? Sometimes we won-
der if it was said as the result of actual experience,
or was it because of a close study given to the ac-
tions of a certain percentage of employees in the
retail trade, who are constantly looking for another
job — just to be moving around and gather in a few
more dollars. Fit for the "home of the insane"
would be the individual that discourages ambition,
thrift — but does the majority of changes made under
the guise of "I am doing better" turn out that way?
We can cite case after case when conditions were
truthfully revealed, that were disappointing, if not
discouraging to the "rolling stone" employee.

In the display men's profession there are some
who are known as roamers — they are never satis-
fied; the boss is always wrong; the buyers are un-
reasonable in their demands and criticisms; and on
top of all this grief they don't like the town or its
population.

So they look around — "Tom" comes to town with
his wonderful line of art flowers — "does he know of
a good job"? "Dick" arrives with the finest line of
window fixtures in the world — "does he know of a
good job?" — "Harry" drops in with his line of
"wax" — "does he know of a good job?" and finally
the "rolling stone" lands one. Experience has
taught that most good displaymen's jobs have been
made — not found; they have been made by honest,
conscientious, hard work, by giving every effort to
their employer for the betterment of his business.

There may be merchants who don't appreciate
the painstaking efforts of their displaymen, but if
any, they are scarce, very scarce, and even they, in
my opinion, can be turned to the right road by using
diplomacy and extra effort.

The big men in the window display profession,
the men who are allowed to do things and who do
them, are men who are fixtures in their respective
positions, because they have stuck to their employ-

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ers for years, have worked hard to develop and
increase the business through effective window dis-
plays and are now at ease in positions that are re-
spected by their employers and the whole store or-
ganization.

So, my boy — stick to your job, you can make it
a good one by becoming efficient in your work,
by being courteous and a diplomat.

Remember — the boss will pay you what you are
worth — not one penny more or less — so it's up to
you to be a big potato in the hill or a wee small
one that is cast aside for the lack of proper ma-
turing.

Don't be a "rolling stone" — make your job a big
one, make your store a big one, and your boss will
make you a big one just as sure as you're a foot
high.

L. A. Rogers.

Officers Elected at Quincy
T^HE display men of Quincy, 111. have perfected
their organization and have applied for
I. A. D. M. charter. The new club, organized as a
result of the efforts of John Mackey will be known
as The Gem City Display Men's Club. The officers
are :

President, John Mackey; vice-president, J. Ten-
anbone ; secretary, George Busch ; treasurer, Ben
Kessell ; trustees, William Montgomery, Robert
Ickes and Edward Brecht; membership committee
William Montgomery, Edward Brecht and William
Hohman; entertainment committee, E. Fernandez,
Roy Driesselman and J. Tenanbone ; publicity com-
mittee, George Busch, Harvey Sinnock and Robert
Ickes.

pLEMENT KIEFFER, JR., display manager for
C. A. Weed & Company, Buffalo, and a most
enthusiastic and influential member of the Interna-
tional Association of Display Men has been ap-
pointed to the Publicity Committee of the Buffalo
City Planning Association.

1st Prize — I. A. D. M. Contest, Limit Class 5. Display by Jerome Jaffrey, Newcomb-Endicott, Detroit.

Islew Association in Making

p EPORTS from New York indicate that the new
association of eastern display men will soon 'be
perfected and will be a powerful branch of the In-
ternational Association of Display Men. Many of
the leading display men of New York, Philadelphia
and other large eastern cities are working dili-
gently on organization plans and it is hoped to have
a great organization functioning perfectly before
many weeks.

Contrary to reports as published in New York
dailies, the new branch association will include in
its membership all display men of good character
and standing who have been actively engaged in dis-
play work for a period of three or more years. This
is in accordance with specifications as outlined in
the constitution of the I. A. D. M.

Portland Club Establishes School

APPLICATION for charter has been made to
T. Guy Duey by the Portland (Ore.) Associa-
tion of Display Men. The new local has been per-
fected with practically every display man in Port-
land a member. One of the objects of the club is
the establishment of a school of instruction for
prospective members of the display profession, with
expert instructors in display problems, card writing
and other items of the decorative phase of mer-
chandising. Night classes are already in progress
at the Dekum building. An employment bureau is
maintained in conjunction with the school.

The officers of the Portland club are : Presi-
dent, Karl Thuneman, Lipman, Wolf & Company;
secretary, Bert Pugh, Ben Selling's ; treasurer, O. C.
Neville, Lipman, Wolf & Company.

Letter from Karl Amdahl

FELLOW DISPLAY MEN: On my return home from
the Detroit Convention I had the opportunity and
pleasure to stop over in Minneapolis and St. Paul. I
want to say right here that St. Paul surely has the best
facilities for holding our convention of any city in which
we have had the privilege to convene during the last few
years. The St. Paul Municipal Auditorium surely is a
wonderful place for such a purpose.

Benjamin F. Millvard, chairman of the Program Com-
mittee, and Richard Myers were kind enough to take me
over the city and show me different places of interest and
to tell me some of the things they intend to do at our
next convention.

The merchants of St. Paul and Minneapolis are surely
behind the boys, and I want to predict that, while we had
a wonderful convention from an educational, as well as
from a social standpoint in Detroit, that all indications are
that the St. Paul Convention will far eclipse anything
heretofore undertaken.

I would suggest that all local clubs and every display
man would start the slogan so effectively used by the
display men from the Twin Cities at the Detroit Con-
vention.

KARL M. AMDAHL,

Second Vice-President.

IIIIIIIIIIIIIIHIIIIIt^

I Who's Who in theProfession |

Henry Sherrod

The Stewart D. G. Co., Louisville, Ky.

HENRY SHERROD, the new display manager for
The Stewart Dry Goods Company, Louisville,
Ky., is one of the real artists of the display profession,
and like most of the truly great his success and ex-
perience is attributed to years of study and practical
experience. His work in the windows has gradually
become more skillful until today he ranks as a dis-
play man recognized nationally as a leader in the pro-
fession.

Mr. Sherrod is a college graduate and holds a
diploma from the Fashion Academy of New York.
Following these courses he affiliated with the well
known designing expert, Frank A. Parsons, of New
York, leaving this position to become a reporter on
the New York World. The artistic desires of Mr.
Sherrod soon brought him to Chicago where he had
arranged to take a position on the staff of Arthur V.
Fraser, director of the display department for Mar-
shall Field & Company. Following a period of ex-
ceptional value as assistant to Mr. Fraser, Mr. Sherrod
returned to New York in order that he might also
acquaint himself with the display art as employed on
Fifth Avenue and the big stores of the Eastern metro-
polis. Several months were spent in the display
department of Gimbel Bros., during which time his
work in the windows attracted much favorable at-
tention with the result that Burgess-Nash Company,

Henry Sherrod

Omaha, Neb., secured the services of this rising young
artist and appointed him in charge of displays for this
big Omaha store.

From Omaha, Mr. Sherrod went to Lincoln, where,
as display manager for Miller & Paine, Inc., his work
made a profound impression and through his skill the
Miller and Paine show windows attracted attention
for miles around. About two months ago, The Stew-
art Dry Goods Company, of Louisville, obtained the
services of this artist, and with an extensive depart-
ment and display facilities at his disposal some remark-
able work is anticipated.

Dean Displays Make Hit
'T'HE recent Fall opening displays at The Dayton
Company, Minneapolis, Minn., have been gen-
erally conceded as among the most beautiful ever
seen in that city. E. R. Dean, the new display man-
ager for the great retail institution, is receiving the

congratulations of thousands who have witnessed
his opening windows. Mr. Dean, who for several
years has been recognized as one of the great dis-
play artists of the country, assumed directorship of
the Dayton display department about one month

Edward R. Dean

ago, and his remarkable accomplishment in such a
brief time is a fair indication of his ingenuity and
ability for doing things. Mr. Dean went to Day-
ton's following many years in charge of the St.
Louis and Kansas City windows of Kline's, and was
selected for the Minneapolis position from a list of
men numbering many of the leading display artists
of the profession.

A RECENT issue of "School and Community,"
a semi-monthly journal devoted to the stimu-
lating of a well informed public interest in the edu-
cational activities of Buffalo, presented on its front
cover a halftone illustration of a "boost Buffalo
window," designed and used in the windows of
C. A. Weed & Company by Clement Kieffer, Jr.
In this remarkably powerful display Mr. Kieffer
utilized the well known wax figures that created
quite a sensation when brought out in New York
in 1918 by Irwin G. Culver.

Free Employment Service

THE following lists are published with a view
of ottering a new Employment Service to mer-
chants and display men, who are requested to
avail themselves of the benefits of this service which
is to be maintained by Merchants Record and Show
Window in collaboration with the International Asso-
ciation of Display Men.

The Big IF in L I F E

IF rd Only Gone to the

KOESTER SCHOOL

Don't delay for a moment taking advantage of the training that you can procure ONLY
at The Koester School.

Don't make it possible to ever say to yourself in later years — "If I'd only gone to the
Koester School I would now be making two or three times as much money as I am."

The Combined KOESTER & ECONOMIST SCHOOLS

The success of over 9,000 graduates from our combined schools is the best possible proof
that you, too, can succeed under our thorough system of training.

The combined resources of the two schools now offer many added advantages in equip-
ment and enlarged course of study.

Unprecedented Demand for Displaymen

You will find that NOW is your great opportunity to study window display, advertising
and card writing.

There are not enough expert display men to supply the demand.

Salaries have increased from 50 to 100% in the last year or two.

There are generous incomes awaiting for those who prepare themselves to do efficient
work.

YOU. CAN GET YOUR EXPERT TRAINING AT

The KOESTER SCHOOL

With which is consolidated the Economist Training School of New York

314 S. Franklin St. CHICAGO

THE INSTRUCTION DEPARTMENT OF THE

Dry Goods Reporter Chicago The Drygoodsman St. Louis

Dry Goods Economist New York The Pacific Coast Merchant San Francisco

niiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiq

/ sazv it in the October "Merchants Record" — Page 55

This service is absolutely without charge to the
merchant or display man and is inaugurated solely
for the purpose of being of assistance to merchants in
listing their needs in display work, and to obtain com-
-iiunication with capable and reliable display men. To
the display man desiring a position, or for one seeking
a change, it offers a means of placing his qualifications
before a great field of merchants.

Positions Open

Wanted — Window Dresser, able to dress Mens' Suits

& Overcoats and Men's Furnishings and Hats. Experienced.
Address B-201.

Wanted — An extraordinarily good window trimmer to

trim three or four days in the week and act as salesman in
any department for the balance of the time. $175 to $200 to
tegin with to the right man. Address B-202.

Store catering to only the better class of trade, deal-
ing in Infants' and Children's Wear, Silks, Linens, Art Needle
Work, etc., desires display man qualified to do window trim-
ming, card writing, and some interior decoration. Address
B-204.

We are in immediate need of a first class window

trimmer and card writer with some experience in writing
advertisements. Good steady position with salary from $30
to $40 per week. Must be Gentile. Address B-205.

Wanted — Splendid opportunity open to display man.

Position in Illinois. Address B-206.

Display Men Desiring Change of Positions
Young man with about 10 years' experience as dis-
play manager and director of displays, a capable card-writer,
with ability to assist on the floor, desires change of position.
Salary $50.00. Address Box C-100.

Steady, reliable, married man, who can trim neat dis-
plays, open for new position. Has had three years' exper-
ience in Men's Wear. Can furnish test of references, in-
cluding present employer. Permanent employment desired.
Address Box C-101.

Capable, experienced displaj^ man with good record,

now employed, desires change. Ohio, Indiana, or Kentucky
preferred. Address Box 'C-102.

Young display man with department store experience

desires to make a change. Will send samples of show-card
work if requested. Address Box C-103.

Window trimmer with 14 years' experience, wants

new position. Can give best of references. Address Box
C-104.

Display manager and card-wTiter, with experienice,

wants to locate with reliable, progressive concern. Women's
and Children's Wear preferred. Address Box C-IOS.

— — Expert display man with 20 years' experience in a
large department store wants opportunity to display ability
in new position. Address Box C-106.

Display man with 9 years' experience in displaying

high class merchandise desires change. Only the better
class of stores considered. References and photographs fur-
nished. Salary $65.00. Address Box C-107.

Display man desires to make change to position re-
quiring no selling. 30 years old, married, and has had 12
years' experience. Salary $65.00. Address Box C-108.

Display man wants position in Department Store

work. Highest references furnished as to character, ability,
etc. 11 years' Department Store display experience. A-1
Card Writer. Member I. A. D. M. Address Box C-109.

Display man of good record and qualifications wants

position in Arizona, California, or Northwest states. Ad-
dress Box C-110.

Holiday Display ok Stationeky uv J. E. Hopkins for Geo. A. Gray Co., Duluth, Minn.

A Living Personality in Wax

Lately from the Palmenberg Studios

Every Detail of
Reproduction is
as Perfect as
Human Ingenu-
ity Can Conceive.

No. 509— Head 136.

Write for Photos,
Prices and Full
Information
About This and
Our Other Wa^
Beauties.

Our own interchangeable features
double the usefulness of wax figures

J. R. Palmenberg's Sons, Inc.

63-65 West 36th Street, New York

Boston
26 Kingston St.

Chicago
204 Jackson Blvd.

Baltimore
108 W. Baltimore St

I saw it in the October "Merchants Record" — Paae 57

Mvw^:^

A cT^ovel Window Attraction

A new invention comhinin^ hi^h-elass sculpturing with realistic

coloring that is flashed on and off by means of a stereopticon

— Draws hi^ crowds to witness display in window of

i4arion, Ohio, store

T^HERE has just been perfected a new principle
of art that opens great possibilities to the dis-
playman along new lines. This is a startling new
invention by a clever member of the faculty of the
University of Pittsburgh, which combines photog-
raphy with sculpture and color illumination in such
a manner as to produce results such as have never
been attained before in the matter of portraiture.
The reason for this invention being of unusual in-
terest to the display man lies in the practically un-
limited variety of ways in which the invention may
be applied to show window display.

Described briefly the scheme makes it possible
to model a bust or practically any other figure in
a perfect likeness of the original. Going further,
the process makes possible the changing of the bust
from the dead white effect of marble to an almost
miraculously lifelike coloring. The latter is ac-
complished instantaneously by means of a colored
photographic plate projected by means of a stereop-

ticon. Every practical display man will appreciate
the possibilities of such a contrivance.

The night illustration of the show window illus-
trates the sensational effect that may be produced
in a show window. This window was unveiled a
few weeks ago and created an immense amount of
interest. The photograph has not been retouched
and some of the details are a trifle indistinct owing
to halation. The effect of the window itself was
remarkable.

The bust of Senator Harding was placed upon
a pedestal before a background of dark drapery.
From a concealed stereopticon, using a 250-watt
lamp, a clear white light was alternated at intervals
with a photographic slide which showed every tint
and color of life. Thus, for a few seconds the bust
appeared in snowy white marble from which it
changed in a flash to the most lifelike color even to
the smallest detail. Under the white light the bust
appeared as a sculptured portrait of remarkably

Sknator Harding Sitting for Finishing Touches to the Bust

Order Sign Holders and Fixtures Now
Get Ready for a Big Holiday Business

You will need more sign holders for pricing your fall and holiday stocks.
Send in your order now and insure prompt delivery. We have a big stock of sign
holders and can ship at once.

The greater portion of our business is in the form of unsolicited reorders from
satisfied customers. Make up an order from this page and you will find our goods
are made right, look right, and are priced right.

THIS HOLDER HOLDSSIGN
SIZE llXlf JSjSHEET

THIS HOLDER HOIOSSIGN
SIZE7XH ISHEET

TaBMUnilOIMSKN

No. 321. — Frame.

5%x7, 1-16 sheet.
Height of standard
6. g and 10 inches;
5-innh Pressed
Steel ba^e. Price,
per dozen ...$6.00

No. 319. — Frame.

5%r7. 1-16 sheet.
Height of standard
5. 8 and 10 Inches;
3^4 -inch heavy
base. Price, per
dozen . i $7.50

No. 309. — Frame Sign Holder.

Size 11x14. % sheet. Made
15, 18 and 24 Inches high.
%-lnch standard. 6-inch base.
EMce, per dozen $16.00

No. 308. — Frame Sign Hold-
er. Is our latest design.
It is the most durable holder
made. Frame is electric
welded. All comers are
round and perfectly smooth.
It holds a card 7x11. One-
eighth sheet and is made 12.
15 and 18 inches high. Price,
per dozen $13.00

No. SUA. — Frame Sign Hold-
er. 7x11. % sheet. Same
construction as No. 308 only
it has a 5'-inch Pressed Steel
base. Made 12 and 15 inches
high. Price, per dozen. , . .
..$11.00

PRICE „

PRICE

95*

No. 333.— Handy Sign
iHolder, is Z^ 4 and 6
inches bi^; base 3x3.
Has ^-Inch rod standard,
maUng a very rigid bolder.
Generally used for small
showcase articles. Per
dozen $2,25

No. 334.— Handy Sign Holder.

is 5 and 6 inches high; base
3x3; top 1 Inches wide. This
is one of the latest designs and
far superior to any holder of
its size. Would recommend its
use where cards larger than
4x5 are required. Per dozen
$2.50

No. 33IA.— ideal Sign Hold-
er. 6-16-lnch standard; 8,
10 and 12 inches high. 5-
inch round Pressed Steel
base, threaded. Price, per
dozen $4.00

No. 406.^-Speclal Garment Stand, for showing shirt waists,
underwear, jaclsets, etc. A flne all-around fixture, that
looks well and can he used in many ways. Heavy 7-inch
base. Standard %-inch and %-inch; adjusts from 24 to
48 Inches or fra(nj 30 \U> 5S) inohes. Prime, pec

dozen $24.00

No. 406A. — Special Garment Stand. For cluldren's suits,
etc. Made on a 6-inch base. %s.hi-inch tubing. Adjusts
from 18 to 35 Inches. Price, per dozen $20.00

Order from this advertisement. We guarantee every item to be equal in quality and appearance
to any fixtures made — regardless of name or brand. If you don't see here what you want send
for our complete catalog. We have plenty of goods and material on hand and can ship
immediately.

If you haven't our Catalog No. 15, write for it before ordering. You may see other items that might interest you.

The Original Mail Order Fixture House

D.J. HeaganyMfg. Co., 1121 W. Washington Blvd., Chicago

I saw it in the October "Merchants Record" — Paae 59

Remarkable Portrait Bust by New Process.

artistic merit. Then flashed the change into a por-
trait combining all of the qualities of the sculptors
art with the faithful realism of the photograph and
colors just as they appear in nature. It is perhaps
unnecessary to state that this display produced a
profound sensation. It created more "talk" and

more consequent publicity for the store than any
other window attraction of which the writer has
ever known.

Marion, Ohio, is the home town of Senator
Harding and this display was installed upon the
occasion of one of the many gala days held in his
honor. However, producers of this unique idea
have successfully made busts of Governor Cox and
other notables which may as readily be applied to
window display.

From the display man's point of view, the im-
portance of this invention lies in the fact that it
may be applied not only to busts but to full figures
and, in fact, to anything that may be susceptible of
modeling.

By the new process of modeling it is entirely
practicable to produce from life molds that can
be used in making wax figures for special displays
and the skill of the expert sculptor is not required
as even a tyro may produce an excellent likeness
in a remarkably short time.

The process in brief is as follows: The subject is
placed upon a revolving stand before cameras, a
network of intersecting shadow lines thrown upon
it from a projection lantern, and the record photo-
graphs are taken from several angles in order to
form a complete image of the subject. These photo-
graphs, showing the intersecting lines, are thrown
upon the clay and, when the bust is being formed.
the lines projected from different lanterns are
brought to coincidence on its surface by the sculp-

Mr. Ki.inefki.tek's Striking Window Showing the Animated Bust

A Wonderful Attraction

Our remarkable new process in sculpture has developed an entirely new idea in show window attrac-
tions. It combines the artistic beauty of perfect modeling with marvelously accurate coloring, projected
by means of a special stereopticon. The effect is almost unbelievablly lifelike.

Be the first in your city to use this sensational at-
traction. It will draw big crowds to your windows.

ORDER TODAY

This picture shows the startlingly accurate modeling

done by our photo-sculpture process. This bust was

modeled from life — every line and feature is repro-
duced perfectly.

This picture shows the same bust, illuminated and
colored by means of a 250-watt light thrown through
a colored photographic screen. The effect is won-
derful.

The bust shows alternately as plain, white marble changing to an almost living, breathing figure, true to life in every
tone and color. An ingenious timing device automatically switches the color on and ofE at any desired intervals of
time.

Read What Prominent Display Men Say of this Attraction

Cart W. Ahlroth, display manager for the Union Company, Columbus,
Ohio, says:

"I had the pleasure of witnessing a demonstration of the wonderful
animated busts of the two presidential candidates and can truthfiilly say
that the original method and the marvelously natural effect produced
was the most pleasing surprise of real art-work that I have ever seen.
It was a wonderful attraction."

E. J. Wood, display manager for F. & R. Lazarus Sf Co., Columbus,
Ohio, says:

"I am pleased to inform you of my personal impression of the busts of
our two presidential candidates as made by the Photo Sculpture Co,
The effect is truly wonderf-ul. A remarkable piece of sculpture is put-
ting it mildly. It should make a big hit in window display and I,
for one, e.xpect to give it big space."

Show the Living Presentment of the Presidential Candidates

in Your Show Window

We offer for immediate delivery busts of both Democratic and Republican presidential candidates. These were modeled
direct from Senator Harding and Governor Cox, at special sittings made especially for us. The busts are authorized
by both candidates. We fully guarantee this work to be all that we claim for it.

We refer you to "Merchants Record and Show Window" as to our responsibility.

Bust of either candidate (Cox or Harding) life size with high class stereopticon and

250 watt lamp, complete for installing $125.00

Busts of both Cox and Harding with two stereopticons and lamps, complete for install-
ing $250.00

You should have no difficulty in using these lanterns or seUing them for $60.00 each
after election.

We ship outfits same day orders are received. Write or wire your order to-day.

Photo Sculpture Co., Columbus, Ohio

I saw it in the October "Merchants Record" — Page 61

tor who is thus enabled to make the likeness with
photographic accuracy.

The portrait bust of Harding was made from
record photographs for which the Senator sat for
about fifteen minutes. The illustration shows the
sculptor at work on the following day giving the
finishing ,'touches for which Senator Harding is
sitting. The flag-draped bust shows the astonish-
ing accuracy of this process.

This invention not only presents great possibili-
ties as to individual window displays, but opens a
great new field for window displays by national
advertisers.

Without question this process of modeling will
eventually be employed in the production of wax
figures as it is eminently practicable in that connec-
tion. For example, it would be a simple matter to
secure authentic portrait busts or figures of movie
stars or any other notables from which reproduc-
tions could be made in wax as readily as in plaster
paris. The ingenious display man will see in this
unique invention an unlimited field for unusual win-
dow effects.

Prof. J. Hammer Smith, who occupies the chair
of Civil Engineering in the University of Pittsburgh,
is the inventor.

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For- Our CAdveT-tiser^s

■UIIIIUUIIIIIIIIIIIIIIIllllllll

It's a Bear

Polar White is a new white show card color that has
just been put on the market by Wallbrunn-Kling Co. Un-
doubtedly this new W-K product will be greeted with
three rousing cheers by card writers all over the country,
as most of the whites formerly ofifered the card writer
have been more or less unsatisfactory.

Polar White is the result of years of careful investi-
gation and experimentation, and experienced card writers
pronounce it perfect. It works perfectly with either brush,
pen or air brush; flows smoothly and continuously. It
will not "pull" and dries with a soft, smooth finish so
necessary for a white base or as a white card ink.

The price of Polar White is 30c for a 1-ounce jar, or
$1.00 for a 4-ounce jar. Dozen lots are cheaper. Un-
doubtedly Polar White will find a big market among the
show card writing fraternity.

Wallbrunn-Kling & Co. has also issued a new catalog
— the biggest and best they have ever got out. It is a
regular encyclopedia of information for the show card or
sign man. In this interesting book will be found prac-
tically every tool and material used in making signs or
show cards. It is a took that is well worth sending for.

As to prices, Mr. Kling says: "We can't very well
reduce our prices because we never raised them. On all
the goods we make or control we have stuck to the
old prices. Of course, on items not controlled by us,
we have not been able to control them. However, you
will find that our new catalog quotes figures that will
prove entirely satisfactory to every card writer."

This book should be in the hands of every man who
makes or uses show cards or signs. It will be mailed
for the asking.

Xmas Decorations

An unusually good line of holiday decorations is being
offered this season by J. F. Gasthof? & Co. of Danville,
111. Included are many new features that should be wel-
comed by displaymen generally.

A GasthofT feature that is particularly novel and
attractive for holiday displays is a line of metallic beech
foliage which comes in sprays of various sizes and is made
up in wreaths, garlands and other designs.

Another specialty featured by this concern is a spec-
tacular red campaign torch for political parades.

J3fJ 'New Store

The Kaufman Department Store of Springfield, Ohio,
is putting up a big new building which will be ready for
occupancy about March 1, 1921. This is to be a model
establishment in all respects, and particular care is being
given to the window fillings and equipment.

The Decorators Supply Co. of Chicago has been
awarded the contract for furnishing about 200 lineal feet of
background, to be constructed of genuine American wal-
nut. This company will also supply a complete line of
Colonial display fixtures for the millinery and clothing
windows and a special line of Roman fixtures for the
haberdashery windows. When complete, the Kaufman
store will te one of the best equipped in Ohio.

Apex Service Moves

The Apex Show Card Service, formerly at 224 Cass
avenue, Detroit, has removed its shop and offices to 718
Franklin street, Michigan City, Ind. The reason for this
change is that this service in the future will be handled
as a mail order proposition which can be handled to better
advantage and at less expense in the new location.

The Apex Service is one of genuine worth to mer-
chants who are not equipped with elaborate facilities for
making high-class show cards. This service furnishes
them with expert card work at reasonable rates and is
prepared to supply posters, air brush blanks or stencils,
price tickets, window cards, etc.

An Apex line that is now highly popular is their 7x11
and 11x14 stock cards, and their big selection of air brush
blanks and stencils. These specialties are handled largely
through agents in diflFerent localities.

Any display man or card writer who has a little spare
time can easily build up a nice local business handling
the Apex lines and it is suggested that they get in touch
with this concern.

Handsome Window Settings
Some exceedingly attractive window settings are being
turned out by the Mac-Morris Art Co. of Youngstown,
Ohio. The designs are along new lines and have a dis-
tinctive style that undoubtedly will' meet with the approval
of display men who appreciate clever designing and
finished workmanship. Loran C. Morris and J. F. Mac-
Namara, who constitute this firm, are veteran display men
and are well known for their clever w4ndow work.

The accompanying illustration shows one of the de-
signs they have prepared for holiday windows. Every-
thing in this setting has been worked out in beautiful lines
and harmonious colors. The woodwork is finished in a
green and red antique bronze and decorated with a dainty
floral treatment in delicate tints. The two pennants that
are suspended from the top are cut from wall board and
finished in relief ornaments and flowers to conform to the
remainder of the setting.

.iiinuiiiiiiiiMiMiiMiiiiiiiiiiiiiiiiiMiiMiMiiiiiiiiMiMiiiiiiiiiirniriiiiiiniiiiiiiiiinMiijiiiinMiiiMiiiiiMiiiiiriiHiiiinMiiiiiininiiiiiiMtiiiiiiiiiMiniiiiiMitiiiiininiiniiMiMiniiMiiniiiiiniHiiiiiiiirriniiMiiiiiMiMiriinini^ ^

CARL NETSCHERT CO.

INCORPORATED

Manufacturers and Importers of Flowers and High Glass

Decorations

12 North Michigan Boulevard, Chicago

To the Displeiy Men of America: |

We take this occasion to announce the complete reorganization |

of the well kno-wn flower house recently doing business under the i

name of Carl Netschert, Estate at 1 2 North Michigan Boulevard, |

Chicago. I

The firm has been reincorporated, recapitalized, and in the |

future will be know^n as Carl Netschert Co., Inc., continuing at the |

old address w^hich is an excellent dow^ntown location, convenient to |

visiting merchants and display men. |

Radical improvements have been brought about through reor- |

ganization and Carl Netschert Co., Inc., w^ill take its place among |

the leaders in the artificial flow^er industry of America. |

In the character and quality of goods carried the house will be |

second to none. Particular attention w^ill be given to the designing |

of decorations of the highest class. |

It is the object of this firm to cater to the best establishments |

and to displaymen w^ho understand and appreciate really artistic |

workmanship and good taste. |

The name of Carl Netschert has aWays been associated with |

big values for the price paid — this reputation will be maintained in |

every instance. |

Mr. Frank H. Vokoun w^ho has been associated w^ith this old |

firm since 1 898, and who has managed the business for the estate |

since the death of Mr. Netschert in 1 9 1 8, is president of the new^ |

firm. I

An excellent new^ line of holiday decorations is now^ ready, and i

prompt shipments are assured. |

A new^ catalog is on the press — send for it. |

Carl Netschert Company, Inc.

12 North Michigan Boulevard, Chicago

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/ saw it in the October "Merchants Record" — Page 6S

The plaque is 4 feet in diameter and the tall side
supports are 7 feet 6 inches high. The standards and
frame are decorated in harmony with the rest of the
setting. In the circle is framed a most attractive paint-
ing in blues, greens and purples, showing the Three Wise

A Mac-Morris Setting

Men approaching Bethlehem. In front is a flower vase
supported by four spindle legs. This is about 4^ feet
high and is particularly attractive. The moulding across
the top of the setting is also finished in antique bronze.
The cost of this entire setting as shown is about $85.00
F. O. B. Youngstown.

It is suggested that a pale green curtain should be
shirred from the top moulding, which should be about 8
feet from the floor.

This is only one example of a considerable line of
window settings and special decorations illustrated in a
new circular just issued by the Mac-Morris Art Co.

Change in Historic Flower House

Through reorganization the flower house which re-
cently has been doing business under the name of Carl
Netschert becomes a new firm to be known as Carl
Netschert Company, Incorporated.

The name Carl Netschert is one of the oldest and best
known in the artificial flower industry in the United States.
Every veteran "window trimmer" knows this name as well
as he does his own.

Window display, as it is known today, was in its
infancy when the firm of Netschert Brothers was estab-
lished in 1892. Those were the cheesecloth days and there
was small demand for floral decorations. However, as
window display progressed the business grew and broad-
ened out.

In 1901 the partnership between the Netschert Brothers
was dissolved and Carl Netschert succeeded to the Chicago
business, which he continued until his death in May, 1918.

Frank H. Vokouii, the president of the new firm, has

been connected with the business for many years. He
was manager of the production department from 1898
until Mr. Netschert's death in 1918. Since that time he
has had entire charge of the business, which he managed
on behalf of the estate.

With the reorganization the company has been recapi-
talized and the business will be greatly expanded and
developed along strictly modern lines. It is the purpose
of Mr. Vokoun and his associates to place this establish-
ment in the front rank among flower houses both as to
manufacturing and importing.

Carl Netschert Co. productions are to be known for
their high quality and will compare favorably with the best
products of the world in this line. These decorations
are designed to meet the requirements of stores of the
highest class and display men are assured that they may
find in this big stock the best the market affords.

The show rooms of the Carl Netschert Co. will be
maintained at their old convenient location at 12 North
Michigan boulevard.

A holiday catalog is now on the press and will be
ready for distribution within a very short time.

An Enterprising Display Man

The remarkably rapid growth of Detroit has developed
an unusual condition so far as the display man is concerned.
With the big increase in population has come a proportionate
demand for more stores of all kinds and these have sprung
up wherever locations have presented themselves. Many of
the new stores are comparatively small but they are much
alive and appreciate the importance of good windows.

As a result there are probably more "free-lance" display
men in Detroit than in any other city in America. These
enterprising hustlers find it more profitable to divide up
their time between half a dozen or more than it is to give
all their attention to one store.

For example, Harry A. Levantine handles the displays of
a dozen or more good stores and could easily secure contracts
for trimming the windows of many others if he had time.
Mr. Levantine is an expert all-round display man and his
work is so systematically arranged that he is kept constantly
busy. He states that he had found an automobile indis-
pensable in getting around from store to store without loss
of time.

In addition to his window work, Mr. Levantine acts as
Detroit agent for I. L. Bradford & Co., of Chicago.

Color Li^htin^ for Windows
The past decade has seen many improvements and
new appliances in window lighting; but few, if any, con-
tain such immense possibilities for truly wonderful effects
as the device which will soon be marketed by the Curtis-
Leger Fixture Company for producing color lighting
effects.

Display men and merchants will welcome this new
equipment, known as Color-Ray, as something they have
been awaiting for a long time; its possibilities are prac-
tically unlimited. Display experts have agreed that each
style of display shows up best when it has a certain color
scheme. The future will see as much attention paid to
the lighting effects as are now paid to arrangement and
position.

Street clothing shows up best with a daylight color.
Lingerie shows up to best advantage with a delicate touch
of pink. A mixture of green and yellow light is just the
thing for displaying the warm atmosphere of spring or
summer. Rich greens and reds, with a faint touch of silver,
are just the colors for your holiday displays. Silks and
satins, with color combinations playing on the folds, can
be displayed with gorgeous effects.

Use Feldman's

Humanized Wax Figures
In Your Fall Displays

No." 6034 No. 6033

Quality Window Equipment

Plus Quality Service and Business Methods

PERIOD WOOD FIXTURES in plain and decorated
for all lines. Our Catalog "L" tells you about them.

METAL FIXTURES of all kinds also forms and wax
figures for men's, women's, and children's garments.
Our Catalog "E" shows them.

GLASS FIXTURES. In great variety— ask for Cata-
log "GF."

WINDOW "VALANCES. For immediate delivery. We
will send you samples.

WINDOW RUGS. Ask us for leaflet in actual colors,
also samples of materials sent upon request.

PLUSHES AND VELOURS. Ask for samples.

THE HECHT FIXTURE CO.

Medinah Bldg., Chicago

Wells St. & Jackson Blvd.

NEW TOBK SaOW BOOM:

65.67 East IZth
B«t. Broadway and 4tli Ave.

Visit our Chicago

New Tork Show Booms

Feldman's Wax Figures will give class and
distinction to any merchandise that you
show with them. They have a charm and
grace that catches the attention and turns
the passerby into a customer.

You will find that any garment looks better
on a Feldman Figure.

Send for Our Catalog

We also manufacture valances, artificial
flowers and original novelties.

Feldman Fixture Co.

22-26 W. 30th St. New York

/ saw it in the October "Merchants Record" — Paae 65

The highlights of displays can be brought out by focus-
ing contrasting colors on the objects to be featured. Sun-
light effects, the atmosphere of moonlight, marine blues
or heavy purples may be obtained at the will of the artist
who plans the display. For attracting attention, the
various colors can be used in connection with a flasher,
changing the color from time to time and producing an
attention-getting effect that is hard to outdo.

Fifteen to twenty years ago the correct way to light
the window was thought to be by placing big, glaring

Figure I.

lights at the edge of the windows, to attract the people
by a blaze of light. The fact that very little light was
shed on the merchandise, but was cast in an irritating
manner into the eyes of the shopper, was not realized.
The lights acted as hindrances to a clear look at the
merchandise. It was the Curtis-Leger Fixture Company
that came to the rescue of the merchants with a reflector
which focused the light on the merchandise and away from
the sidewalk and spectators.

Figure 2.

With the appearance of the reflectors many schemes
were tried to secure color effects, but none proved satis-
factory. In some cases gelatin in sheets, with a wire
screen support, has been used. These were fastened to
the reflectors by various methods, most of which were
very crude. Incandescent lamps have been colored with
various kinds of lamp dip. This has proved unsatisfac-
tory because the heat of the lamps rapidly fades out the
color. The use of natural color glass lamps has also
failed because the colors were not only unsatisfactory but

expensive and difficult to secure. In other cases a sheet
of glass was suspended beneath the mouth of the reflector,
but the heat of the lamp caused it to break and cause much
damage.

Curtis-Leger Fixture Company is again coming to the
front in providing the merchant with a practical, satisfac-
tory means for securing the various color effects without
any of the disadvantages of previous contrivances. This
equipment is called Color-Ray and consists of a metal
frame which sets over the mouth of the Jove and Jupiter
reflectors and supports a slide containing colored gelatin.
This color frame is held in position at the mouth of the
reflector by a small asbestos rope harness designed so
that the frame may be attached to the reflector without
removing either the lamp or the reflector. Gelatin has
been selected for the color screens because of its non-
inflammable qualities and its property of holding color
when submitted to heat. The color frame is constructed
so that ample ventilation is secured for the entire unit.
Color-Ray units may be installed in a few minutes
without removing the lamps or disturbing the reflectors.

Figure 3.

The unit is packed complete with all necessary parts, and
no tools are required for attaching it. The color frame
is harnessed to the reflector by means of an asbestos cord.
By running the slides out to the ends of the cord it may
be slipped over the bottom of the reflector as shown in
Figure 1.

• After the cord is in place, the end nearest the window
glass is hooked into the catch on the window side of the
color frame. The open end is then toward the inside of
the store. The flange on the color frame is adjusted so
that it will be inside the reflector, then the color frame
is raised and hooked to the other end of the cord, as
shown in Figure 2.

The slides on the asbestos cord are then drawn up
so that the color frame fits tightly underneath the re-
flector. No further adjustment is needed. The slides may
be then slipped into place, as shown in Figure 3.

After the color frame has been adjusted to the re-
flector it will need no more attention, and the slides can
be changed or left out altogether, depending on the color
effect that is wanted.

Color-Ray is undoubtedly the outstanding accomplish-
ment in new show window color treatment ideas of the
age. It is going to do more toward making the display
expert realize his ideal window than any other single
invention. Its value to him is inestimable and its success
can easily be predicted.

This setting is designed and decorated in perfect taste and is
adapted to the display of merchandise of almost every kind.

The invitation you extend to the
pubHc and the personaUty of
your store are in your windows.

In organizing the Mac-Morris Art Co. we
have tried to get together Designers who are
among the very best in the profession, and
we absolutely guarantee every piece of work
to be of the highest standard of workman-
ship.

Our Designers Are at Your Service
Use Them

Christmas Setting Complete

Finished in Gray, Antique Copper and colors. A
beautiful creation of color harmony. Every detail
of each piece in this set is perfect in design and
workmanship. The designs show the highest
type of window decoration.

A21 Two Panel Art Screen, 7-ft. panel . . . $35.00
A22 Art Bench for Figure or Unit Trim. . 27.50
A23 Pine Branch Art Plaque, Cords and

Tassels, Diameter 30 or 36 in 12.50

A24 Flower Box Stand Decorated Complete 16.00

A25 Candle Bracket Stand 8.00

Complete Setting F. O. B. Youngstown, ?92.50

The Mac-Morris Art Company
33 North Hazel St. Youngstown, Ohio

zi TW^ •] a[«] Ti trnta : i c^iici*

WHEN THE DAYS ARE SHORT

AND LATE AFTERNOONS

ARE DARK

You will appreciate

Gives you Daylight on your Counters

^^^^*:-"U

FREE TRIAL OFFER

To responsible merchants we will send one unit
with the privilege of return if for any reason it
does not meet with your approval.

If it doesn't do all we claim, send it back

Complete unit, 22 inches high, ready to install, with silk cord and standard plug,
$12.00 each, f. o. b. Chicago. Canada, $15.00.

I. L. BRADFORD & COMPANY

STORE DISPLAY FIXTURES— SEND FOR LATEST CATALOG
178 W. Jackson Blvd. Room 818, Medinah Bldg., Chicago

:i T¥^ •) a[«j Ti m^ : i c^iTci*

/ saw it in the October "Merchants Record" — Pagt tl

Illlllllllllllllllllllltlllllllllllllllllllllll

iiiiiitntniimiiiiiiiiiiitiiiiiniiiniiiiiiiiiiiimiiuinmiiuimuimitttminnuumiRmillDl

Movements of Display Men

^■iiBiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiHiiiiiiiiiii

HARRY H. HOKE, formerly display manager for "The
When," Springfield, Ohio, is now directing the display
department for Frankenberger & Company, Charleston, W. Va.

JH. KROGMAN is now directing the display department
jjfor Fleischman's, Granite City, Illinois. He was recently
employed in the profession at Centralia, 111.

NATHAN POiPPER, formerly employed in the profession
at Richmond, Va., is now display manager for the M.
Guggenheim Company, Lynchburg, Va.

TGUY DUEY, display manager for Wurzburg's D. G.
• Co., Grand Rapids, Mich., and secretary of the I. A.
D. M., was a recent buyer in the Chicago market.

JEROME KOERBER, display manager for Strawbridge
& Clothier, Philadelphia, was in the New York market
during the early days of September.

JOHN D. LYNCH, recently of Huntington, Pa., is now
directing the display department of the Frank S. Sykes
store. Lock Haven, Pa.

HENRY KAHN, recently employed in the display pro-
fession at New York City, has been appointed display
manager for Barney H. Neiman, New Castle, Pa.

GA. JACOBSON, formerly employed in the profession
• at Coeur d'Alene, Idaho, is now directing the display
department for City of Paris, Oroville, California.

JOHN STIFF, recently display manager for Etlinger's
Detroit, is now directing the display department for
B. Nugent & Bro. Dry Goods Company, St. Louis, Mo.

LS. JANES, display manager for Ed Schuster Co., Mil-
• waukee. Wis., and author of books on period decora-
tions, was in the Chicago market recently.

CDALE ATWOOD, formerly display manager for Bach-
rach's, Decatur, 111., has accepted a similar position
with the Bruce-Martin Company, Boise, Idaho.

HERBERT SAUER, display manager of the National
Cash Register Company, Dayton, Ohio, has just re-
turned from a three weeks' trip through the east. His
time was spent in inspecting and supervising the display
work in N. C. R. branch offices.

BENJAMIN HARRIS, formerly assistant to Display
Manager Waldron at Loeser's, Brooklyn, is now on
the staf? of Charles A. Vosburg, display manager for
Macy's, New York. Mr. Harris has charge of the interior
decorating.

Matching Colors

A T this season every year most merchants are
forcibly impressed with the difficulty attendant
upon the matching of colors under ordinary artificial
lighting conditions. As the evenings grow shorter
more and more difficulty is experienced in matching
colors in the silk and dress goods departments — in
fact in nearly every department of the store.

Under any except the lamps especially designed
for this purpose, it is practically impossible to
judge colors accurately or to get more than a rough
idea of how a color will appear in daylight. The
fact that two colors match perfectly under the ordi-
nary store lamp means nothing. The same colors
in daylight may be altogether different.

That is the reason why it is a common occur-
rence along a busy shopping street to see a salesman
and his customer out on the sidewalk anxiously
comparing a bolt of goods with a sample.

As a matter of fact there is no reason why colors
should not be given their true values or matched
accurately in any store. A good daylight color
lamp will overcome every difficulty. This is a
lamp designed to reproduce daylight with 100 per
cent accuracy. It is portable and can be moved
about and attached to any socket.

Most merchants who have tried these color
lamps, however, do not waste time in moving them
from section to section. They have found it more
profitable to buy enough lamps to equip any de-
partment in which they may be needed. A good
color matching lamp is not expensive and it is such
a really useful device that every store selling fabrics
or colored dress accessories should have at least one.
As a general rule, however, when one of these lamps
is bought and put in use, it is but a short time until
additional ones are ordered for other departments
that may need them.

See Our Special Offer

made on the cover of our

NEW CHRISTMAS CATALOGUE

Tills offer holds ffood only until Octo'ber 20t]i, so write for this catalosrne today.

Our Xmas Catalogue contains the largest assortment of inexpensive Christmas deco-
rations. A new idea is contained in several pages that illustrate complete Xmas Floral
decorations all in one piece ready to hang in your window. E^ch decoration is a com-
plete window trim. Very inexpensive, very attractive and will save you much time and
la;bor in trimming your windows.

Remember to write for Xmas Catalogue Today

1307-09 Clybourne Ave.,
Chicago

IF IN NEEiD OF AUTUMN FLOWERS WRITE FOR OUR AUTUMN BOOK

SERVICE ARTIFICIAL FLOWER CO.

Beautiful Southern Greens —
the Ideal Decorations for Fall

Use Nature's own exquisite decorations for your spring
windows. We have unlimited facilities for suppljring you
with every variety of southern green — afresh from the woods.

Southern Wild Smilax — This is the daintiest and most
satisfactory green foliage decoration to be had. Graceful,
easily handled, costs little, and lasts long.

Case
No. 1
No. 2
No. 3
No. 4
No. 6
No. 6

Contents
100 sq. ft.
200 sq. ft.
300 sq. ft.
400 sq. ft.
500 sq. ft.
600 sq. ft.

Weight

Price

15 lbs.

$1.00

20 lbs.

2.00

25 lbs.

3.00

30 lbs.

3.50

40 lbs.

4.00

50 lbs.

4.60

Long Needle Pines — Long, glossy needles and beautifully
marked stems — lasts almost indefinitely. Packed in paper
lined burlap. Per doz., $1.25; per 100, $7.00.

Magnolia Foliage — The leaves are a rich glossy green
on top and a soft, velvety brown beneath. A most beautiful
and lasting decoration. Packed in same size cases and same
prices as Smilax.

Southern Gray Moss. — This is a novel and harmonious decoration
especially adapted to haneing baskets, festoons, wall or post treatment, etc.
Per 25-lb. bag $3.00

Fadeless Green Sheet Moss. — ^Ideal for window floors and can be used in a great variety of other ways. Harmonizes with all kinds
of merchandise. Per bag, about 100 sq. ft $4.00

Order from this ad — we guarantee absolute satisfaction

All Prices F. O. B. Evergreen, Ala.

KNUD NIELSEN

M§

^^^

W '

*■ •

Soathern Wild Smilax

Evergreen, Alabama

/ saw it in the October "Merchants Record" — Page 69

■^

Ar^uTTients for the Ad-Man

Little pointers hy some of the best ad-writers —
with a few changes they may he made to apply to
any business — work them over to suit yourself.

V1^=><i=lB

Gloves for Fall Wear. — Chamois Gloves $3.00 pair. This
very desirable and modish glove in natural color chamois is
made in the popular slip-on style. The price is very low for
gloves of this excellent quality.

Silk Mignonette Sweaters. — Special $14.75. Such glorious
colors as will prove irresistible tp the woman who loves a
silk sweater. Made in tuxedo model, as pictured, in the fol-
lowing colors : Henna, navy, black, alice blue, corn, salmon,
silver, taupe, emerald, rose, brown, purple and pink.

700 Imported Hand-Made Beaded Bags at $5.95.— We
repeat — hand-made imported bags — now judge for yourself
the message this low price of $5.95 really conveys. They are
all in drawstring effect, with pretty posies in the most deli-
cate shades, silhouetted against contrasting backgrounds.
Only 700 — we expect them to move in record time.

French Overblouses — Just Out of Their Paris Packings —
And How They Do Talk French! — A button-down- the-back
version of the popular pleated overblouse that all Paris is
acclaiming. Developed in crunchy georgette crepe, with a
hand-drawn square to give its front a new line and a straw-
embroidered belt to make it different.

75 Clever Beaverette Coats. — It hardly sounds possible-
yet is absolutely true^that we will place on sale Monday a spe-
cial lot of 75 Attractive Beaverette Coats at a price that sets a
new record for value-giving. Striking belted models, with
large shawl collars, bell sleeves, lined with figured Venetian
and trimmed with fancy buttons. All sizes, of actual $40
values — while they last Monday at $19.75.

Afternoon Gowns. — New model in soft, rich satin meteor.
Effectively Trimmed with Cut Steel Beads $95:.0a'-Thd
Beaded Gown is in great favor this season — from Georgette
Crepe to Tricotine, every type of material is utilized for the
Beaded Gown — but there are few models as fascinating as this
combination of Satin Meteor with Cut Steel Beads. Sim-
plicity and graceful lines are the characteristic features of this
Gown, which is an exclusive style to interest the woman of
individual taste in dress.

The Women's Shoes at $5.95. — Fashionable high Dress
Boots of kid, calf, and patent leathers in brown, gray, black
and two-tone effects. Have Louis heels, genuine welt sewed
and hand-turned soles, long narrow vamp and medium vamp
with or without imitation tip; also new stage last. Stylish
street shoe soft calf and kid leathers in brown and black.
Brogue style, narrow and medium vamps, with or without
imitation tips. Cuban, military and low heels, genuine welt
sewed soles. Novelty extremely high top lace boots of black
and brown kid and calf leathers. High Cuban heels and welt
soles. Fat ankle shoes for stout women in every wanted heel
and toe style. The famous Educator Shoes for growing girls
in black kid and brown calf leathers. All sizes, 25^2 to 10.
All widths, A to EE— $12 and $15 values at $5.95.

The New Blouses. — Every day our Blouse Department
becomes more resplendent with color and richness of fabric.
Few, indeed, are the materials that cannot adapt themselves
to the lines of the new costume blouse. Silk duvetyne, satin,
velvet, georgette and rich brocades are among the most
popular materials. Even more fascinating is the endless
variety of new necklines, original sashes and clever bits of
trimming.

New Silks. — A profusion of gorgeous new Silks from the
looms of the finest weavers of Silks in the world now graces
the Silk Salon. Here the lover of beautiful fabrics will find
shimmering Silks and Satins and luminous Velvets in every
lovely shade fashion sanctions for the coming season, scin-
tillating metal and chiffon brocades, softest of Duvetyn in
coveted shades. Satin Meteors and Crepes in seemingly end-
less variety. Many of the rare Fabrics shown are featured
in the model gowns of famous Parisian couturiers.

Men's Suits and Overcoats. — Sale-Priced for one more
day, $33.75. Here's a hint of the assortments — but the tail-
oring and the Value— you'W have to see. The suits include
single and double breasted styles for Fall and Winter wear —
most of them in dark shades. Plain colors, as well as mix-
tures and stripes. Models for men of all ages. Sizes 34
to 44, in regulars and stouts. The overcoats — are mostly Ches-
terfields in Fall and Winter weights. Some have velvet col-
lars— others are self trimmed. Oxford greys and mixtures,
quarter or fully lined. Sizes 34 to 44.

A splendid array of new distinctive dresses, forecasting
the new Fall modes. Developed in materials of satins,
georgettes and serges, in colors of navy, brown and black,
awaits those women who like to be in the "forefront of
fashion." This pricing at $25.00 is most unusual as an in-
troduction.

Heralding the Mode of Autumn in Women's Frocks — The
fall silhouette continues to follow the slim, straight line. Some
of the street dresses in heavier fabrics have a semi-balance
of hip fullness by the addition of a circular peplum. The
fitted bodice is seen in the readingote dress and in some of
those which have the circular peplum over the hips. The
former has the collar and lapels of a tailored suit and the
latter usually the round neck that is so well liked. The
long-waisted effect is greatly accentuated in the many smart
Russian blouses that are shown.

Washable Dresses $5 to $7.50, Values for $2.95— There
are two hundred of them at this special price. The styles
arc many and clever, including the popular tunic, draped and
straightline models. The materials are dependable ging-
hams, voiles and tisues, in attractive patterns and colors.
Trimmings of lace and embroidery are strikingly applied.
Some of these dresses are slightly mussed from handling. All
sizes.

A "EeiM Staki Will Positively
Increase Your Efficiency!

Enter the busy Fall season fully equipped with the BEST "TOOLS"
MADE. "Perfect Stroke" Brushes and Supplies offer you INSURANCE
against "going over," "retouching," and generally unsatisfactory results.
WRITE TODAY FOR NEW CATALOG— we tell you the entire "Per-
fect Stroke" story by picture and text.

Xmas Cards for Window and Interior Displays

Should Be Ordered Now!

Write for circular showing our beautifully lithographed Christmas Cards in colors-
designs simply irresistible and blend successfully with any kind of trim. Choice
of two artistic designs — ORDER NOW, delivery at any specified time.

Bert L. Daily

126-130 E. Third St.

Elntire Fourth Floor
Dayton, Ohio

Natures Own Decorations

They Cannot be Imitated — Much Less Improved Upon

The greatest of artists can only imitate nature; so why should you use
imitations when you can get nature's own unrivaled products for less money?

SABAL PALM LEAVES

MAGNOLIA FOLIAGE

LONG NEEDLE PINES

CHAMAEROP PALMS

HOLLY

FADELESS MOSS

SOUTHERN GRAY

MOSS

All of these greens
can be supplied in any
quantities.

Our quotations are F.
O. B. Evergreen.

Southern Wild Smilax

(Magnolia foliage same price as Smilax.)

The most exquisitely beautiful evergreen
as follows. No advance In prices since

vine In existence,
war started.

Prices and capacity

Case No.

Covers Approx.

Weight

Price

1
2
3
4
5
6

lOO sq. ft.
200 sq. ft
SW sq. ft.
400 sq. ft
500 sq. ft.
600 sq. ft

15 lbs.
20 lbs.
25 lbs.
30 lbs.
40 lbs.
50 lbs.

$1.00
2.00
3.00
3,50
4.00
4.50

Long Needle Pines

Beautiful as a palm in decoration: attractive in the

window; splendid sellers for church or house decoration.

If you propose handling "greens" for profit, try them.

Each Dozen Hundred

2 feet high $0.10 $1.00 $6.00

3 feet high 15 1.50

4 feet high 20 2.00

Assorted sizes, 2 to 4 feet 1.50

Extra large sizes, 5 to 6 feet, $0.50 each.

Caldwell, The Woodsman

EVERGREEN, -:- -:- -:- ALABAMA

All Orders
Shipped
Promptly

9.00
ll.OO
9.00

/ saw it in the October "Merchants Record" — Page tl

lit

Y7/te Standard /orSkoea C(/mdocc/s

PLECT®1S

Modern show window lighting as a science is
precise. The proper diffusion and direction of
rays has increased efficiency to an extent that
makes it imperative for every merchant to have
his window illumination right up-to-date.

Greater Sales Power

The value of your show windows is in almost direct pro-
portion to the quality of their lighting.

Better illumination means greater sales power. Always
the lighting should be correct — not on the sidewalk, not
on the ceiling — but concentrated on the trim.

You can win greatest attention to
your window displays with Pitts-
burgh Reflectors. The source of light
is concealed, they put full power on
the trim.

No matter what the size and shape of
your windows, there is a Pittsburgh
Reflector to make them produce most.
Right now is a good time to increase
sales efficiency.

■^'111

Let Its give you the illumina-
tion information you want.

Pittsburgh Reflector & Illuminating Co.

Chicago Office
565 W. Washington Street

Pittsburgh, Pa.

San Francisco Office
75 New Montgomery Street

D I E T Z
Distinctive
Decorations
for Christmas

Our splendid line of 1920 holiday decora-
tions is now being shown by our salesmen
on the road and our new designs are the
best we have ever offered.
You should certainly see these handsome
and original decorations before deciding
upon your holiday displays. You will find
them unusually satisfactory in appearance,
quality and price.

We will be glad to have a salesman call
upon you if you will drop us a line.

E. C. DIETZ

219 E. 34th Street

NEW YORK

"the haberdasher-s"
Showcako Wutinc System

COHTLBTB IN TUnTT.rOUl LSJSOM*

94 Pages
198 Illustrations
34 Lessons
27 Alphabets
Color Charts
College Colors
Card Phrases
$1.00

The Latest Book on Show Card
Writing for the Retail Store

This book, just off the press, is specially written to be
used by the card writer in retail stores. The authors are
A. E. Hurst and C. J. Nowak, two of the best known
men in this field. The book thoroughly covers the
subjects of equipment, and gives all the latest ideas of
interest to the card writer. Experts say that this is the
best book, in the field, ever made to sell for $1.00. Every
man interested in show card writing for retail stores will
get a big lot of help from this book.

Ask for the Haberdasher's Shoiv Card Writing System

PRICE

122

PREPAID

The Merchants Record Co.

43 1 So. Dearborn Street,

Chicago, 111.

/ saw it in the October "Merchants Record" — Page 71

KiCHLER Valances

Have a distinction and individuality of
their own. They are designed to satisfy
the demands of particular merchants and
display men.

If you are looking for exclusiveness, novelty
and beauty combined with moderate price, you
will find it in any Kichler Valance you may se-
lect.

If you know the kind of design you want, send
us a sketch and we will reproduce your ideas
accurately.

If you are uncertain as to a suitable design,
we will be pleased to submit colored drawings
based upon any suggestions you may make.

You will be particularly pleased with our
treatment of monograms and trade-marks.

Send for our catalog

The L. A. ICichler Co.

717 Lakeside Ave. N.W. Cleveland, O.

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= 'JMIIIIIIIIIIIIIIIIIIIIIIllllllinilllllllllllllllllllllilllllllllllllllllllllllllllilllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllir£ =

II Craftsman Shops

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIU

Designers and Manufacturers

of Exclusive

Store and Window Furnishings

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

I The Craftsman SKops

I (Incorporated)

I 113-117 Wisconsin St. : Milwaukee, Wis.

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QUR little

Xmas Cat-
alogue, which is

just off the press, con-
tains all the latest novel-
ties in Xmas Decora-
tives, Artificial Flowers,
Wreaths, Bells, Fes-
toons and Papier Mache

Santa Glaus faces and so
forth that the up-to-the-
minute Display Man
might require to make
his windows really re-
flect the holiday spirit.

Of course the quality of every thing
is the best at the usual reasonable
prices.

THE ADLER-JONES CO.

206 S. Wabash CHICAGO

/ saw it in the October "Merchants Record" — Page IS

Beautiful

Xmas

Show Cards

Ready to

Letter

Ten beautiful designs in all sizes.
Descriptive folder is yours if you
write on letter head.

THE LACKNER CO.

21 West Pearl St. Cincinnati, O.

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■'■'■'

FRENCH WAX
FIGURES

Get more business by
showing your garments
on the most attractive
forms obtainable. Your
own experience tells
you that the more at-
tractive your displays
the greater your sales.
When you buy French
Wax Figures you are as-
sured of the best made be-
cause, having the oldest
and largest organization
of the kind in the country,
we have the knowledge,
talent, and facilities for
producing a superior prod-
uct.

Backless Gown Forms

As an example of the up-to-date
nature of our product we show
here one of nearly a dozen new
models in all wax above the
waist line, designed for showing
the new low back gowns and
sheer lingerie.

Write for our literature.

THE FRENCH
WAX FIGURE CO.

14th Floor Medinah Bldg.
Chicago

Factory: 70 W. Water Street,
Milwaukee, Wis.

-»♦

I Roth Valances and Plush Rugs |

I Are Steadily Winning the Ap- |

I proval of America's Leading |

I Merchants. |

I The inherent quality of ROTH |

I Valances & Plush Rugs and |

j their artistic merit is well in- i

I dicated by the increasing de- |

j mand for these better prod- |

I acts. I

I They possess every mark of |

I fine, beautiful, rich texture, 1

I and wonderfully blended col- |

I ors. I

I Catalogues and samples cheer- |

I fully furnished. |

I Karl Roth eK:«,","„' Findlay, Ohio I

UALITY
and PRICE

have made us
a reputation
that extends
-Jl from coast to
coast. Our quahty expresses
everything that can be desired by
the most critical display man.
Our prices are low enough to
satisfy the most careful buyer.

The line of holiday decorations we are
offering this season presents a selection
so wide as to meet any requirement.
We can supply anything you may need
at a substantial saving. •^ <5*

Send for our Catalog.

Mutual Flower Company

82 West Third St.

NEW YORK

/ saw it III the October "Merchants Record" — Page 7i

No. 44104A Hanging: Basket, 27"x20", filled with
Nasturtiums, Sedium Plants, and
Ferns. Each, $6.50.

Our catalogue No. 44, illustrated in col-
ors, free for the asking.

Frank Netschert

61 Barclay St.,

New York

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Do IT
j^oriETIME-

A sleeper gets nowhere and his business
goes the same way

Opportunity Calls

FRANKEL FIXTURES sell goods and
since you are in business to SELL —
by all means take advantage of the selling
power of Frankel figures, forms and wax
figures.
Write for booklet or ask the Frankel expert.

Established 1888

= 1146 Broadway
i at 27tli St.

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RANKEE

I DisPtAY nxTURE <xxm\

Phone =

Madison Square =

1490 1

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Decorative Fixtures

Will not only increase the sales of your mer-
chandise, but will help materially in dressing
up and improving the appearance of your store
front.

Decorative Fixtures come in authentic
Period Designs and for the showing of every
line of merchandise.

Our new catalogue will be of material help
to you in showing you what you should have
in the way of fixtures.

Write for it today

DECORATIVE FIXTURE CO.

1600 South Jefferson Street CHICAGO

WALTER'S IDEAL POCKET HAMMER

For Display Men and Window Trimmers

Box
Opener )»)) >

This is the only
tool ever invent-
ed especially for
vidndow dressers.
It fills every want
of the decorator,
and was origi-
nated by a dis-
play man of
many years' ex-
perience; is very
strong and dur-
able, and is now
being used all
over the United
States by display
men.

It is only 4% in.
long, nickel plat-
ed and guaran-
teed. In the han-
dle is constructed
an arrangement
for withdravnng
pins, tacks and
nails.

EXACT
SIZE

■<r-m: Screw

Driver Also

has

Screw
Driver

■<r-m:Pin

-<r-mTack

<-MNail ^*=«
Puller Opener
Attadunen't
on end.

CAN- BE CABRIED

IN TKE VEST

POCKET.

Display IXanasfers
find it one of the
most desired of all
Holiday Gifts they
can make to their
assistants.

Hundreds of ways
to use it in the
home — on the
writing desk —
around the auto-
mobile.

Price $1.00

Sent to any

Address (Fostatre

paid) by Mf r.

J. M. WALTERS

220 Sonth

BentonWay

LosAngelet

Cal.

PATENTED

/ saw it in the October "Merchants Record" — Paoe 75

My new cata-
log for 1921

contains a complete list of everything the
sign and show-card writer uses.

D. S. of L. Blue Handle

Brand Brushes and Supplies

for every purpose are listed and illustrated. Your
favorite brush is there. We have a large showing
of French made brushes. We invite you to write
for our newest catalog. A postal request will do.

Save Money on Your Supplies

Save Your Money on Your Supplies
Address, Supply Department

DETROIT SCHOOL OF LETTERING

Chas. J. Strong, Founder
Established 1899 DETROIT, MICH.

Improve Your Windows

Bigger Sales — Better Prices
More Profit

come naturally with

BETTER WINDOW DISPLAYS

Send for our Fixture Catalog. It's free to Merchants

Artistic Wood Turning Works

Formerly Polay Fixture Service

515 N. Halsted St., Chicago.

The Modem Way
Means Better Display

The more experience you have had as
a displayman, the more you will appreciate
the MODERN Hne of flowers and dec-
orations. You will appreciate their dainty
designing, their careful workmanship and
exquisite coloring. You will appreciate
most of all the indescribable charm that
characterizes all of our products.

It is impossible to make a mistake in
the selection of MODERN decorations
and you will find that they improve the
quality of your displays without increas-
ing their cost.

If you have not used MODERN dec-
orations, drop us a line. Our salesmen
are on the road and will be glad to call
upon you.

Modern Artificial Flower Co.

840 North Avenue CHICAGO

/ Sttvu it in the October "Merchants Record" — Page 76

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DISPLAY MEN

AND CARD WRITERS

YOU MUST HAVE THE

BIG NEW

CATALOG

FOR PROPER CARD WRITING
MATERIALS

It's ready for you
WALLBRUNN, KLING & CO.

327-29 So. Clark Street Chicago, 111.

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These Outfits are a Great Investment

These outfits will greatly reduce the cost of maintaining y->ur
wax ficures and flesh enameled display forms.

USED BY LEADING STORES IN EVERY
STATE

With Thi« Outfit— You Can Clean
and Retouch Your Own WaxFigures

USE Nm:NAHE!L to clean and rafinlshtronr
enamel forma the risbt way. With this com-
plete outfit you can clean and reAnfsb your flesh
enamel forma, prodaclnx the same dull finUh aa
when first purchased

SATISPACnON GUARANTEED OB YOUR

MONEY BAJK
No. 1 outfit win clean and refiniah 100 forma. $1.76
No. 2 outfit will clean and refihiah 200 forms. 2. 60
No. 8 outfit will clean and refinish 300 forma. 3. 50
No. 4 outfit will clean and refinlafa 500 forms. 5. 00
NUEN A MEL Is made evpresaly to clean and
refiniah flesh enamel forma. No other prepara-
tion will produce the same dull flesh finish.

IT DOESN'T MATTER HOW BADLY YOUR FLESH
ENAMEL FORMS CRACK. CHIP, OR PEEL OFF

They can be easily repaired with FLESH IWAMBL
(.EMXNT and used again for disolsy. TLESH ENAMEL
CEMENT Is easy to apply and dries bard to match tbs
enamel surface. Fully Guaranteed.
Full iDstructlons how to use with «acb oatflt.

8 ounce* net weight. Prist $1.25

■ Pries 1.78

Prios 2.50

Pries 3.00

It pays to purchase in larce quantities, age will not
affect materials.

Eyelashes for wax figures. Correctly shaped. Beady to
fit In place. SOo set, 6 seU 12.50. IS teto, $450. roU
directions with each set. Same as used Iv leadlns flgur*
manufacturers.

Kew Cataloerua Free

Harrisburg Wax Figure Renovating Co.

335 Crescent Street, Harrisburg, Pa.

16 ounce* nst weight
32 ounces net weight,
48 ounces net weight.

Show Card Writers

Know

What's

What

Show Card
Colors and
Brushes,
t h a t's why
most of them
use

DEVOE
PROD-
UCTS

Actual size of 2-oz. jar

Sold by leading dealers everywhere or
DEVOE & RAYNOLDS CO., INC.

New York
Buffalo

Chicago
Denver

Kansas City
Minneapolis

New Orleans
Cincinnati

/ saw it in the October "Merchants Record" — Page 77

Fall Window Displays
on Onli-Wa Fixtures

ADD THAT TOUCH
OF ATTRACTIVENESS
THAT MAKES SALES

Send for Catalog No. 5 of Shoes, and No. 6
for General Merchandise Display

The Onli-Wa Fixture Co., Dayton, Ohio

You can do better work with a PAASCHE

3^9&«^J^K(/

Every displajmian
needs a PAASCHE
Model "D" Air Brush

This simple and highly efficient tool is a practical
necessity in display man's equipment. It enables
him to get better results at a greater saving of
time and effort.

The famous "3-in-l" is easy to use and keep
clean. Thousands of thom are in daily use by
leading display men and showcard writers.

Send for our latest catalog — it is ivdl of clever
ideas that you can use.

1229 Washington Blvd.
CHICAGO

Beautiful effects are easy with a PAASCHE

$100,000.00 WASTED

Last year by display men on ruined shirts
and laundry costs. How much did it cost
you?

The use of shirts on clothing display forms
is no longer necessary; the HATCH METAL
NECKBAND and a small piece of material,
12x18, gives you the same effect in less time
at a saving that can hardly be estimated.

$12
per
doz.

$135
per
grs.

E. J. BOYLE
& BROS.

Manufacturer
and Jobber

Show Window Fixtures

Back Grounds

Artificial Flowers

Card Writers' Supplies

29 W. BEaryland St.
nrSXAJNTAPOIiIS

The selling appeal of many a well displayed
suit is lost when shown over a faded, soiled
or cheap appearing shirt; use the best ma-
terials in small pieces, at a cost of a few
cents.

Neckband Adjustable to All Size Collars
and Forms

Hatch Metal Neckband Co.

Detroit, Mich. 275 Jefferson Ave., East

Single band sent as sample if desired.

Beautify Your Holiday Windows with
Nadeco Maid VALANCES

Panels, Drape Shades, Plashes

Stock Patterns or Indh'idual Designs

WUte for Catalogr and Kaine of Xiooal Dealer

NATIONAL DECORATIVE CO., 510 Federal St

Camden, N. J.

/ saw it in the October "Merchants Record" — Page 78

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Want, For Sale, Etc. | | 'Jndex ^o .CAdverdseTS

All Notices under this Department, $1.50 each insertion
of 40 words or less, and 30 cents for each additional
10 words.

QlllltrilllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIUIIIlUn

HELP WANTED — Window trimmer and card writer. Fine oppor-
tunity for am'bitious young man. 215 feet window display. Fine mod-
ern store. Man must be thoroughly capable. Must have the best of
reference as to honesty, character and reputation. Salary $110 per
calendar month. Bonus after six months' service. Merchandise own
use 15% discount. Furnish reference with first letter. Address Yel-
lowstone Mercantile Co., Sidney, Montana.

HELP WANTED — Man wanted who can trim windows and write
cards by an up-to-date, live wire Central Pennsylvania department store,
in a town of 70,000. We have a good proposition to oflter the right man.
Apply immediately stating experience, reference and salary expected to
Box 378, care MERCHANTS RECORD AND SHOW WINDOW,
5707 West Lake Street, Chicago, 111.

HgL'P WANTED — Experienced window trimmer and card writer
for department store. Apply or phone. Mandel Ascher & Sons, 157j
Chicago Heights, Illinois.

POSITION \VANTED— Ambitious Display Man, 21, wishes per-
manent position with high class store. Three years' experience with
one of the leading stores in Central Illinois. Address Box 380, care
MERCHANTS RECORD AND SHOW WINDOW, 5707 West Lake
Street, Chicago, 111.

. BE AN ADVERTTSING WRITER. Learn in spare hours by
mail. Practical, simplified course gives you the essentials in the quick-
est time. Copywriters and advertising managers make big money.
Trained men and women wanted everywhere. Write for details. Allen
B. Russell, 1101 Bitting Bldg., Wichita, Kansas.

Adler^Jones Co 73

American Lithograph Co 80

Apex Sliow Card Service 79

Art Window Shade Co 80

Artistic Wood Turning Works 76

Barlow-Kimmet Co Inside Front Cover

Baumann, L., & Company 17

Beaven, E. A., Co 10

Beaver Board Companies 19

Bodine-Spanjer Co _ 6

Botanical Decorating Co Inside Back Cover

Boyle, E. J., & Bro 78

Bradford, I. L., & Co 67

Butcher, L. O., & Bro 79

Caldwell, The Woodsman 71

Compo-Board Company i 2

Contents, Editorial 1

Craftsman Shops, The 63

Curtis- Leger Fixture Company Back Cover

Daily, Bert L 71

Decorative Fixture Co 75

Decorators Supply Co 5

Detroit School of Lettering 76

Detroit Show Case Co 13

DeVoe & Raynolds Co., Inc 77

Dietz, E. C 72

Display Manager's Hand Book of Decorations... 7

Doty & iScrimgeour Sales Co.-. 77

Elms & Sellon 76

Feldman, L. A., Fixture Co .< 65

Frankel Display Fixture Co fS

French Wax Figure Co 74

GasthoiT, J. F., & Co 14, 15

Harrisburg Wax Figure Renovating Co 77

Hatch Metal Neckband Co 78

Heagany, D. J., Mfg. Co 59

Hecht Fixture Co 65

Hess, G. Wallace 16

Hunt-Crawford Co 12

FOR WINDOWS AND BACKGROUNDS

Use Silk Plashes. Velours, Felts, Cretonnes
Tapestries and Sunfast Draperies

Write tor Samples and Prices

F. A. RAUCH & CO.

410 Sooth Market Street. CHICAGO, ILLINOIS

Imans, Pierre

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Air Brush Stencil Designs I

5 11x14 cut stencils with sketch of each, $5.00 1

Can be used on different size cards. |

Our Air Brush Colors won't clog the brush. a

Let us send you circular of designs. I

|L. O. BUTCHER & BRO.^^d&SS^o^S^.^'' I

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Kawneer Mfg. Co 21

Kichler, L. A., Co 73

Koester School, The 55

Lackner Co., The 74

Lyons, Hugh & Co 2

Maic-Morris Art Co 67

McKenna Brass & Mfg. Co., Inc 9

Melzer, S. M., Co 80

Messmore & Damon, Inc 11

Modern Artificial Flower Co 76

Mtodem Art Studios 18

Mutual Flower Co 74

National Decorative Co., Inc 78

Natural Plant Preservers Co 8

Netschert, Carl, Co., Inc 63

Netschert, Frank 75

Newcomb, E. R 80

Nielson, Knud 69

Onken, Oscar, Co 80

Onli-Wa Fixture Co 78

Air Brush Blanks

at Before- War Prices

Display Cards and Price Tickets

Agents send for our new stock list of 11x14
Stock Cards, 150% profit, 2,000 designs, more
than 200 wordings.

Send for Catalog No. 72

APEX SHOW CARD SERVICE

718 Franklin St. Michigan City, Ind.

Paasche Air Brush Co 78

Palmenberg's, J. R., Sons, Inc 57

Photo Sculpture Co 61

Pittsburgh Reflector and Illuminating Co...... 72

Rauch, F. A., Co 79

Roth, Karl L. B 74

Rumbley Co., The 4

Schack Artificial Flower Co 3

Service Artificial Flower Co 69

Show Window Backgrounds 20

Showcard Writing System 72

Successful Retail Advertising^ 20

Superior Brass & Fixture Co 57

Sobel's, David, Sons 10

Timberlake, J. B., & Sons.

Walbrunn, Kling & Co 77

Walters, J. M 75

Wants, For Sale, Etc 79

Welch- Wilmarth Companies 22

Window Decorative Works 80

Woodruff, D. W., & Co 80

I saw it in the October "Merchants Record" — Page 7$

HARDWOOD FLOORS

Show Window*

Any carpenter can lay these floors
perfectly at a small cost.

Leading stores throughout the coun-
try have installed our beautiful hard-
wood floors. Send for our handsomely
colored catalog.

E. R. NEWCOMB

Telephone Harrison 7303

730 S. Wabash Ave. Chicago

I BETTER DISPLAY FIXTURES

i MANUFACTURED BY

D. W. WOODRUFF AND COMPANY

Perfect

Equipment
Perfect

Service

Send for Folder

860 Howard St.,
San Francisco, Cal.

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S. M. MELZER CO.

Manufacturers of

Display ^X^OUR^

Fixtures ^^^USINESSIST^

<slNCREASEYOUR.«^
$US|NES^

Show

Forms

Wax

Figures

Brass
Railings

915 Filbert Street

Philadelphia, Pa.

SMIIII

Creators of the Newest Ideas in

iiiiil'i:

I Valances and Panels |

I French Drape Valance a Specialty |

S Write today for our new catalogue and prices S

I THE WINDOW DECORATIVE WORKS |

= 1250 W. Fourth Street. CLEVELAND, OHIO =

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1^ ^.i 'ILIIl f

ELECTRIC
WELDED

; L «ililllliJllii.u, . '»

No. 690

Best and

Cheapest

Price

Card, Stands,

Easels, Etc.

"Jaxon" Doll Stands
Adjustable 6 Sizes

J. B. Timberlake & Sons, Mfrs.

JACKSON, MICH.

Make Your Show Windows Pay Your Rent

Our Line of
Period
Display
Fixtures
Will Help
You Make
Effective
Window

Displays
Many Sales Are Made on the Sidewalk
New Catalogue No. 93 on Request

The Oscar Onken G>. Ilt^^s?:

ClnclTHifctl, OUo,
XT. S. A.

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t^;^

o^J(

n^ Anew, original
*" and effective paper
for artistic win-
^ dow decoration.

Use it in Your Show Windows

A perfect reproduction of the genuine stone, our onyx
paper is without doubt the most appropriate covering
for window backgrounds and floors, panels, column^,
dividers, pedestals, draping stands, scenic frames,
units, flower boxes and other surfaces.
We also have a new paper that reproduces Circassian
Walnut perfectly.

In stock in convenient size in many beautiful colons
and patterns. Write for ^^^^^ LITHOGRAPHIC Ctt

19TII ST. & 4tH AVE. N EW YOR K

samples.

Now being used with
splendid results by lead-
ing display men through-
out the country.

I Valances and Shades

I To Your Order for Your Fall Windows

I We are specialists in French Puffed Shades and can

I offer excaptional values in this line. Send for our new

cataloK-
ART WINDOW SHADE CO.
I 2838 Broadway CHICAGO

I sa-w it in the October "Merchants Record" — Page 80

["^HE artistic perfection of our
Super-Decorations may best
be judg,ed by tKe reputations
of tKe display men wKo use
tbem reg,ularly. The supreme
quality of Botanical products
may be measured by tKe cKar-

acter of tKe stores in wKicK tKey are used

season after season.

TKe exquisite floral decorations, designed by
G/lrtKur V. Fraser for tKe Autumn Exposition
of MarsKall Field & Company, were supplied
by us— as usual.

Our representative recently returned from an ex-
tended visit to the be^ European markets where he se-
cured the newest ideas in materials, design and coloring.
These have been included in our unusual collection of
holiday decorations now bein^ shown in our display room
and by our salesmen on the road.

We will be pleased to send you our cat-
alog or have a salesman call upon you.

The Botanical Decorating Co.

Manufacturers and Importers of Super-Artificial Flowers and
Decorations. Designers and Builders of Super-Window Furniture

208 West Adams Street

CHICAGO

Color Lighting Effects for
Store Windows

Another Curtis-Leger Product

Fifteen years ago the merchant found himself in need of a new show window
lighting method, a method w^hich would project the light on the merchandise
instead of into the eyes of the buyers.

\ Curtis-Leger, realizing this need, introduced the X-Ray window reflector. This

\ reflector met the need so successfully that the Jove, Jupiter, Hood, Hoodette.

V Scoop and Scoopette have been added since.

<> <j^ \ Color-Ray has been developed in response to an insistent demand for

^% *^'b ^ colors in display window lighting. The unit may be attached to the
"^^ ^% %/^ %^ Jove or Jupiter reflectors in a few moments without removing
*^ "<;, y\ lamp or reflector. Colors may be changed quickly by changing

slides, the holder remaining on the reflector.

O %

For further information fill out attached coupon.

Curtis-Leger Fixture Co.

Chicago, III.

EST. 1869

237 W. Jackson Blvd.

^ No. 822 C/M

^ Our New Chicken Model
= Costume Form

822/150

MAKE 1921
YOUR BIGGEST YEAR

We cln Help You!
NOW

Now we a
live mere
crease bus
year the b:

is the timfe
We began
PLAN and PREPARE

for you to begin,
months ago to

■eady to take care of the
tar^t who is planning to in-
ness and make the coming
ggest ever.

New, Oiginal Designs
in Display Forms
in Fixtures
in Backgrounds

Factorie Increased
in capacity
in contented workers

Ready b serve you and insure you qual-
ity in wrkmanship and prompt delivery.

In keping with the grow^th of our or-
ganizatim we have established

A 5ERVICE DEPARTMENT

equippec ancf prepared to cooperate with
you to lecufe greater selling efficiency.

Consult tiis

department about your busi-

b c large.

Ask Br
Earning vlill

'The Display Idea That is
Ions." It may throw a new
light upon yiur merchandising and show
the way to Hgger Business.

/-^^ ..

EXECUTIVE OFFICES AND SHOW ROOMS .J'

T2ii> Brcadway
New York

Makers of tliiPaiiwiis Maiiiicquiii Products
THE Dis/^lay Forms

New Uptpwn Elxhibitlon Rooms

1244 Broacway, Imperial Hotel Bldg.,
at 32nd St.

New York, N. ^.

Factories:

Holyoke, Mass.

No. 832 C/M

Our New Chicken Model
Waist Form

OUR BOYS' FORMS
are just as accurate and
fine as our Men's and
Women's Display Forms.

No. 802

Boys' and GirU'

Forms

gME^CHANTS <^ecord

and Show Window

An IllTistrated MontKly Journal for Merchants, Display Managers and Advertising Men.

Eastern Office

5001 Woolworth BIdfe.

New York City

Published hy

THke Merchants Record Co.

Publication Office

5707 West Lake Street

Chicago

SUBSCRIPTION RATES

In advance, postage prepaid
United States, Canada, Mexico and Cuba . $3.00 a Year
All Other Countries $4.00 a Year

ADVERTISING RATES

Classified advertisements $1.00 for five lines or less, (additional
lines 15 cents each) each insertion. Payable in advance.
Display rates furnished on application.

Direct all letters and make all remittances payable to the order of The Merchants Record Co., 5707 West
Lake Street, Chicago. Payments made to other than authorized collectors will not he recognized.

MEMBER CHICAGO TRADE PRESS ASSOCIATION

OFHCIAL ORGAN OF THE INTERNATIONAL ASSOCIATION OF DISPLAY MEN
Entered January 16, 1903, at Chicago, lU., as second-class matter, under Act of Congress, March 3, 1879.

Volume XLVII

Number 5

Contents for JSlovemher, 1920

Pa&e

The Business Situation - - - - - - - - - -19

The Displays of Lord & Taylor ....... -21

A Wonderful Christmas Tree - - - -24

Collaring the Collar Business ---------

Notes from New York ---------

By F. F. Purdy

Business Conditions -----------

Our Monthly Contest ----------

Our Service Department --- -,.--,

How to Make Show Cards - - - - - - - - - '-' 36

By G. Wallace Hess

26
28

34
35
35

International Association of Display Men 40

Watch St. Paul, 1921— Let's Go! ..------ 40

Free Employment Service .......... 42

Movements of Display Men ......... 44

A Notable 'Display - - 46

A Bi^ Store's Advertising .......... 48

Ar'^uments for the Ad-Man 54

For Our Advertisers --.-....... 53

Index to Advertisers .......... (S3

MAKE BUYERS OUT OF PASSERSBY

Specialize in your displays of the latest styles.

Concentrate the attention of shoppers on particular groups.

Hugh Lyons fixtures will help to make your windows more profitable — make buyers out
of passersby.

Hugh Lyons fixtures are completely described in our catalogs, which will be sent you
upon request.

Hugh Lyons & Company

Make Buyers Out Of passersby
Lansing - Michigan

NEW YORK SALESROOM
35 W. 32 nd. STREET

CHICAGO SALESROOM
234 S. FRANKLIN ST.

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j p (f-^ Compo-Board ir^^

I O ^^
M

B
O
A
R
D

WIUUI

Herewith is ahown just one of thousands of ways Compo-Board may be used for window backgrounds,
cut outs, window dividers, partitions, etc. Compo.Board is the old orL^ina] and genuine wood board.

Compo-Board Company

1404 LYNDALK AVE, NORTH
MINNEAPOLIS, MINNESOTA

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/ saTu it ill the Noxembcr "Merchants Record" — Page :

Give Your Merchandise a Chance to sell itself through proper display.

Kawneer Store Fronts have solved display problems for more than 100,000 ^y

successful merchants. They provide show windows that permit merchandise to ^^'

tell its own story. y"

Your merchandise will draw sales into your store if you give it a ^^
chance to talk. ,^^ Xh^

Let us show you how a Kawneer Store Front on your build- ^y^ Kawneer

ing will boost your sales by drawing more and more people ,■''' Company

into your store.

Every Merchant Should Have a Copy of this Valuable Book
THE

2102 Front Street,
Niles, Mich.
Please Send Me a Copy of Your
New BOOK OF DESIGNS

COM P A N Y

NILES MICHIGAN

'■V * ■*> as t^iw®

Name - - - —

Address -

Just Tear Off Coupon and Pin It to Your Letterhead

I saw it in the November "Merchants Record" — Page 3

Artistic Parisian Wax Fig,ures
and Forms

PIERRE IMANS

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIMIIIIIIIIIIIII

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIII

Statuary in Wax

CHEVALIER OF THE LEGION OF HONOUR

BEWARE o£ copies of my models and
sold as French Wax Figures. Either in
models or execution of same, my own work
is quite different from all other similar
productions and is the only one having
true Parisian style and" chic".

T)o not accept figures which do not bear
my signature stamped in the wax.

Ask for my illustrated catalog No. 24,
sent free on request.

Orders received through the medium of
Paris Commission houses.

10 rue de Crussol

'ans,

France

Buy Your Xmas Decorations

Make This
Your Biggest
Holiday Season

You can do this by giving your
store a Xtnas atmosphere by using
our Decorations. They are the
biggest Xmas business stimulator
you can have.

Christmas

Catalogue

in Colors

HOLLY GARLAND NO. 639
Comes 54 inches wide, with a large
cluster of mistletoe in the center
and an abundance of holly berries;
can be bent any shape. Only $5.50
each.

Wonderfully attractive new Xmas
designs for your windows and
store interior. Baumann's flowers
are the most practical to use and
cost no more than the inferior
kind.

We carry the largest open stock of artificial flowers in AmeHca. Our deliveries
are prompt and our prices the lowest. Rem,emher to get our Xmas catalog.

L. BAUMANN & CO.

357-359 W. CHICAGO AVE.,
CHICAGO

/ saw it in the November "Merchants Record" — Page 6

would Jbe
Surprised

♦'Shades of Isis and Osiris, I couldn't
write a better book myself." And we
are certain he would say further, "I'll
wager two temples full of lotus blos-
soms that every Display Man in Amer-
ica will want a copy."

The Display Managers Handbook of Decoration

Egyptian Series

By L. S. Janes

This valuable addition to the literature of
decoration treats of the different methods of
utilizing the motifs of ancient Egyptian art,
modernized so as to be applicable to YOUR
PARTICULAR NEEDS. Complete back-
grounds, panels, screens, furniture, fixtures,
ornaments, valances, floors, ceilings, lamps,
and dozens of other applications clearly shown
and keyed with a valuable hand-made color
chart.

No library or window display and decora-
tion is complete without this treatise on Egyp-
tian Decoration. For convenience use the cou-
pon.

The Merchants Record Co.

57.07 West Lake Street
Chicago, 111.

The Merchants Record Co.,
5707 W. Lake St.,
Chicago, 111.

Gentlemen:
Send me a
Manager's

copy of "The Display
Handbook," Egyptian

Series, for which I enclose Five

Dollars.

Name .

Address

City ...
State . .

/ saw it in the November "Merchants Record"— Page J

Artificial Xmas Decorations .

\-j Send as description and design of what !

■1 you want. We can save you money. J
f Write us today.

J. F. Gasthof f & Co.

Per
No.
Per
No.
Per
No.

/86+

No. 1 850— Holly Spray, rights and lefU, with
pine cones, and velvet poinsettias. In green or
white frosted. Length, 55 inches.

Each $6.50 Per dozen, $60.00

No. 1708 — Silk Poppy Spray in red or combina-
tion colors, 36-In. stem.

Per dozen $ 1 5.00

No. 1704 — Same as above on 24-ln. stem.

Per dozen $6.50

No. 1851 — Hed Velvet Poinsettia on 28-in. stem.

dozen $7.50

1852— Bed Velvet Poinsettia on 21-in. stem.

dozen $1.35 Per gross $15.00

1853 — Bed Velvet Poinsettia on 21-ln. stem.

dozen $1.75 Per gross $18.00

1854 — Medium Red Velvet Poinsettia on 14-
in. stem.

Per dozen $0.75 Per gross $7.50

No. 1855 — Midget Bed Velvet Poinsettia on 12-
in. stem.

Per dozen $0.50 Per gross $4.50

No. 1856— Poppy Spray on 24-ln. stem, in red
or combination color.

Per dozen $7.50

No. 1857— Silk Foxtail Spray with red foxtails
and green foliage or white foxtails and white
frosted foliage. 18x36-ln.

Each $2.25 Per dozen $24.00

No. 1858 — Holly Spray in solid green and red
berries or white frosted and red berries. 28x48-
in.

Each $1.75 Per dozen $18.00

No. 1859— New Drooping Woodbine Foliage
Spray in wliite frosted and red berries. 30x40-in.

Each $1.75 Per dozen $18.00

No. I860 — Holly Vine with twelve leaves and
twelve berries.

Per dozen $1.25 Per gross $12.00

Same as above in white frosted effect

Per dozen $1.50 Per gross $15.00

Large size leaf, twelve leaves and twelve berries.

Per dozen $1.75 Per gross $18.00

Same as above In white frosted effect.

Per dozen $2.25 Per gross $21.50

No. 1861 — Holly Wreath with red velvet poinsettia
on 14-in. stem.

Per dozen $3.00 Per gross $30.00

No. 1862 — Midget Poinsettia Vine 12 leaves, plain
or white frosted, four velvet poinsettias.

Per dozen $2.75 Per gross $26.50

No. .1863 — Poinsettia Vine, twelve green or white
frosted leaves, 3 velvet Poinsettias.

Per dozen $3.50 Per gross ^...$3S.0O

No. 1864— Small holly spray, 2 berries and 3
leaves.

Per dozen $0.25 Per gross $1.50

Same as above with 4 berries and 4 leaves.

Per dozen $0.35 Per gross $2.25

No. 1865 — Flower Strands for light shades. Cut
shows a 12-in. shade with twelve 36-ln. strands
and twelve 72-in. strands, in frosted green tint.

30 Inch $18.00 per gross

72 inch 36.00 per gross

Write for prices on wire frames.
No. 9026— Tissue Oak Spray, 15x36-ln.. in red

and green, and white. Per gross $15.00

Same In white frosted effect. Per gross... 18. OO
No. 1866— Sllk Crepe Poinsettia on 24-ln. stem
with nattiral center.

Per dozen $1.50 Per gross $15.00

Same as above on 36-in. stem.

Per dozen $2.25 Per gross $21.50

No. 1867— Short Stem Sllk Crepe Poinsettia;!.

MIrtget $3.50 urosi

Medium 4.50 gross

Large 5.50 gross

Medium fancy 5.50 gross

Kxtrft large double 10.00 gros^

No. 1868— Poinsettia Vine with 12 leaves and 3
flowers.

Per dozen $3.50 Per gross $36.00

No. 1869 — Holly Spray, in green or white frost-
ed, 30-in. Per dozen $10.50

No. 493 — Maple Spray in green, 18x36 In.

Tcr dozen $7.50

Sumo, white frosted. Per dozen 9.00

No. 9800 — New Green Metallic Bronzed Chrl.'si-
mns Tree with red Canadian Thistles. Two In.
depth and size 14x.^7 In.

Each $6.50 Per dozen $65.00

Same as above. 111x30 In.

Each $5.50 Per dozen $55.00

Place your order today.

Lareost Manufacturers
Artificial Uvcorations in U. S.

493

■oSOO

Danville, 111.

/ saw it in the November "Merchants Record" — Page f

CHRISTMAS DECORATIONS

Finest grade natural prepared bronzed metallic
decorations in garlands, wreatlis, etc. Can fur-
nisli same in solid green, solid red, or red and
green combination, also silver and gold.

;soo

Be sure and mention color wlien ordering.
No. 1800 — Natural Prepared Beech Sprays In

green or red, 40 to 60 in. high, 100 $13,00

Same in bronzed metallic green, red, or green and

red combination, 100 sprays $43.00

No. 1801 — Natural prepared oak sprays. Per

100 sprays $15.00

No. 1802 — Natural Prepared Beech Garlands in
red or green.

Light weight. . .$2.75 doz. yds. $25.00 gross yds.
Medium weight. . 3.25 doz. yds. 30.00 gross yds.
Heavy weight. . . 3.75 doz. yds. 35.00 gross yds.
Same in bronzed metallic finish of red and
green combination, or solid green and solid red.

Per 100 yds $45.00

No. 1803 — ^Nat. Prep. OaJt Garlands, red or green.
Heavy weight... $4.23 doz. yds. $40.00 gross yds.
Same In bronzed metaUio finish of red and
green combination, or solid green and solid red.

Dozen yds $5.25 Gross yds $50.00

No. 1804— Nat. Prep. Beech Wreaths, red or green.

24 in $1.75 each. $18.00 doz.

30 in 2.25 each, 24.00 do3.

36 In 3.00 each, 30.00 doz.

Same in bronzed metallic finish in solid green
and solid red or combination red and green.

24 In $30.00 doz.

30 in 36.00 doz.

in 45.00 doz.

No. 1805 — Natural Prepared Oak
green or red.

24 in $2.25 each, $21.50 doz.

30 in 2.75 each, 28.50 doz.

6 in. 3.50 each, 36.00 doz.

dame in bronzed metallic finish in solid green
and solid red or green and red combination.

24 In $3.25 each, $32.50 doz.

30 in 4.25 each, 40.00 doz.

in 4.73 each, 48.00 doz.

No. 1806 — ^Natural Prepared Evergreen Wreathing
in Christmas green.

Medium weight. .$3.00 doz. yds., $30.00 gross yds.
No. 1807 — Natural Prepared Evergreen Wreath-
ing in Christmas green.

Heavy weight.. .$4.30 doz. yds., $45.00 gross yds.
No. 1808 — ^Natural Prepared Evergreen Wreath-
ing with two velvet poinsettias.

Per doz. yds $5.50. Per gross yds $35.00

No. l809^Natural Prepared Evergreen Wreath-
ing with green or red ruscus, two velvet poin-
settias, and two pine cones in silver or red
bronzed finish.

Per doz. yds $7.50 Gross yds $75.00

No. 1810 — Natural Prepared Kuscus in solid red

or solid green. Per lb $1.50

Same in green and white combination finish.

Per lb $2.00

No. 181 1 — ^Natural Prepared Adiantum Sprays
with 3 velvet poinsettias, 40 In. length.

Per doz. sprays $10.50

No. 1812 — ^Natural Prepared Adiantum
with 6 velvet poinsettias, 40 In. length.

Per doz. sprays $12.50

No. 1813 — Natural Prepared Magnolia Wreaths
with combination decoration.

24 In $6.50 each 30 In $8.50 each

Same In plain finish.

24 In $5.00 each 30 in ...$6.50 each

Same in bronzed metallic finish.

24 in $7.50 each 30 in $9.00 each

No. 1814 — Natural Prepared Evergreen Wreaths

with red straw flowers. 18 in $3.00 each

24 In $4.00 each 30 in 5.00 each

Roping Wreaths in red or green with bronzed or
frosted pine cones and holly sprays.

No. 1815—10 Inch.. $0.65 each,

12 inch 75 each,

14 inch 85 each,

1816—10 inch 75 each,

12 inch 85 each,

14 Inch 95 each

1817—10 Inch 45 each,

12 inch 53 eatih,

14 Inch 65 each,

1818—18 inch 2.25 each,

24 Inch 3.00 each,

1819—18 Inch 3.00 each.

No. 1820—30 Inch 6.00 each,

36 Inch 9.00 each.

No. 1821 — Pine Cones in white frosted or bronzed

finish of red fire and silver.

H4x2 Inches $3.50 per C.

I%x3 Inches 5.00 per C.

2x4 Inches 7.00 per C.

J. F. Gasthof f & Co.

Largest Manufactnrera
Artificial Decorations in U. S. A.

Danville, 111.

/ saw it in the November "Merchants Record" — Page p

Results of a Trial

This was placed with the understanding that it could be returned if it was not equal
to the best at a saving of 20%. After comparing same for two months they now
request us to keep in touch with them.

S. COPLON
CHAS. COPLON

S. COPLON & SONS

NEW YORK OFFICE
WEST 29TH STREET

HARRY COPLON

DEPARTMENT STORE

NEW BERN, N. C.

NEW YORK CITY

David Sobel's

Sons Oct. 7.

1920

143 Grand St. ,

New York City

Gentlemen:

We are in receipt of your letter of

Sept.

29th,

and as request

ed we are mailing our

check

for the

Aug. 14th invoice, $286.75.

In regard to merchandise, we found

it to be en-

tirely satisfa

ctory and we believe

it will be to

your interest

to keep in touch with

us as

we are

going to be in

the market for some

fixtures in the |

near furture.

Yours very truly.

COPLON

& SONS

Q. B. Smith

Send for latest circular pamphlet showing merchandise, and from which the above firm ordered.

USE NATURE'S DECORATIONS

Beaven's natural southern greens have a quality and
distinction that no manufacturer can imitate. Ever-
greens of various kinds attain a wonderful perfection
in this locality and the varieties vire handle retain
their freshness and beauty for a great length of time.
We have had many years' experience in handling
these greens and we guarantee every shipment to be
satisfactory in every particular.

MAONOI.IA T<OJiI&.aiB

The maKiiolla la a woiulcrfully cITecti™ decorative foliage
which ran bo used In a great variety of waj*. It can be
handled without damage and laata almost Indeflnllelj. Fine
for windows or Interior. Can readily be resold In form of
wreaths, sprays, etc.

No. 1 $1.M No. 4 $3.50

No. 2 2.00 No. 5 4.00

No. 3 3.00 No. 6 4.80

No Artificial Decoration Can Compare with Southern Greens
iiONa irxsESiii: pikes

This la an especially pleasing window decoration. It Is also recommended for resale.
It stands handling well and will not wilt or fade. Tou can use these for window or store
decoration and later sell them at a good profit.

Each

2 feet high JO.IO

S feet high 12%

I feet high 15

Assorted sizes, 2 to 4 feet

Elxtra large sizes, 5 to 6 feet, $0.50 each.

SOUTHEBN WTLD SUH^AZ

This Is without doubt the most satisfactory decoraUve green known
great length of time, dries green and looks almost as well when dry as when fresh.
Leaves do not drop off easily. Very light to ship. This is the most Inexpenslre decoration
you can buy.
Case No. Covers Approx. Weight Price Case No. Covers Approx.

1 100 sq. ft. 15 lbs. $1.00 4 400 sq. ft.

2 200 sq. ft. 20 lbs. 2.00 5 500 sq. ft.

3 300 sq.ft. 25 lbs. 3.00 6 600 sq. ft

CHAWATIBOP FAX.U CSOWKS
Highly eCToctive for window or store decoration and ready sellers.

Dozen Hundred

$1.00 $ 6.00

1.25 9.00

1.50 11.00

1.25 8.00

Will last for

Weight
30 lbs.
40 lbs.
SOlba.

Price

$S.SO

4.00

4.50

When placed in

3 feet

4 feet

5 feet

Each
.$0.15
. .20
. .30

Each
.$0.25

Dozen Hundred
$3.00 $20.00
3.00 20.00

vase. It is Impossible to tell the rhamaerop from a llTlng palm. These will be found most
satisfactory for decorating or resale.

Dozen Hundred

$1.50 $11.00 5 feet

2.25 15.00 Assorted fixes

S.50 25.00

SABAI^ PAI.M IiEAVES
A pleasing and popular decoration especially adapted to store Interiors. Are quite
Inexpensive and make a novel and popular souvenir for the holidays or any special occa-
sion. Combined with holly, this leaf makes a very satisfactory souvenir. Dozen, S5c;
100, $2.50. Special low rates per 1.000.

HOIiX^Y POB CHSJSTUAS

It la none too early to plan your holiday displays and to order the decorttlona you trill

need. You will find our Holly the Iwst possible foliage you can use for your Chrlstmaa

windows. It Is a beautiful deep green leaf with bright red berries and carriee with It

Uie true Christmas sentiment. Beaven's holly is always selected with the sreatst care.

5 lb. box $0.75

15 lb. box $1.25 40 lb. box 3.00

lb. box 2.00 60 lb. box 3.50

Beaven's Fadeless Green Moss Is an ideal coverlner for show

window floors. Batrs containing 100 sq. ft., price $4.00

Cedar Boping', 25c per yard.
■We Can By ordering from us, you can save a big proportion on the cost
Save Yon of your decorations or you can have much more elaborate
Money. decorations at the same cost. Send us your order early, even

if you specify a deferred shipment.

Order from this pagre — we gpoarantee all these decorations to
he rlffht and satisfactory — Oil prices F. O. B. Evergreen, Ala.

E. A. BEAVEN CO.,

Evergreen, Ala.

/ saw it ill the November "Merchants Record" — Page to

Classic Design

THE DECORATORS SUPPLY COMPANY

ANY attractive "window^ displays sell the merchandise
offered. Why not compel the passer to stop — look and
listen to your sales display?

We furnish the Display Fixtures. Send for our
Catalo^^Wshowin^ naany Window Displays of our different
period designs.

TKe Decorators Supply Co.

Archer Ave. and Leo Street
Chicago, U. S. A.

Artistic Window Display FIXTURES have proven
the most profitable advertising for the retail merchant.

I saw it in lite November "Merchants Record" — Page !J

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For Your

Holiday Decorations

Use Our

Natural Evergreens

"There is nothing that can improve on nature." Nothing will be more
attractive and admired by your customers and pleasing to yourself than our
nature's Decoratives used in your Holiday Decorations.

I Best Equipped, Largest and Quickest Shippers in the South. | m

\ SOUTHERN WILD SMILAX and yet retain their color and freshness. If you are I =

i also looking for something- for profit, try them — = =

: Our Southern Smilax is without a doubt the most good sellers for house and church decorations. i =

I beautiful decorative vine known. Lasts long time in 2 feet high. Per dozen .... $1.25 Per 100 $ 6.00 i =

: decorations. Nothing more elaborate for decorating 3 feet high. Per dozen.... 1.50 Per 100 8.00 i =

: Stores, Show Windows, Halls and Churches than our 4 feet high. Per dozen.... 1.75 Per 100 10.00 1 =

i beautiful Southern Smilax. Packed in five size cases. 5 feet high. Per dozen.... 3.50 Per 100 25.00 = =

[ In ordering, plea.se specify case number. Chamaerop Palm Crowns, medium, per dozen. . .$2.00 ll

: Case No. 1 — Covers 600 square feet wall space. .$4.50 l^arge, per dozen 3.00 i =

i Case No. 2— Covers 400 square feet wall space. . 3.50 chaniaerop Palm Leaves, per 100 2.00 I =

= Case No. 3 — Covers 300 square feet wall space.. 3.00 -, ^ , .„ , ., J«„ =S

i Case No. 4— Covers 200 square feet wall space. . 2.00 Sabal Palm Leaves, per 100 3.00 = ^

i Case No. 5 — Covers 100 square feet wall space.. 1.00 Southern Gray Moss. Fine for lining Windows i =

i and interior festooning, per sack of 25 pounds 3.00 | =

I MAGNOLIA FOLIAGE Mistletoe, well berried, per bnstael box 2.50 I s

" Per barrel 5 oo ~ ^5

: Dark glassy foliage. Beautiful and attractive. _„,, ^ , ' '^' ',' ,\"-i' ' ',' '■, '.,' ' 1 i =

i Branches fine for decorating Show Windows and ^""y- , ^°°^ foliage, well berried, standard = =

i Interior. Put up in same size cases as Wild Smilax ?? i « *• <^^^^s 3-50 I 3

= and at same price. Malt case 2.00 = =

i Our greens are shipped In light veneered shipping 1 S

I LONG NEEDLE PINES cases. Special low express rates. We ship only by I =

= Large dark glossy needles. Very attractive. Fine v • I g

i for window decoration. Our Needle Pines are very IJ/,' ^ H/T^'t V /^ J TV^rk-* v 1^

i ha"dy and will stand any amount of rough handling, VVire Or Mail lOUT UroerS lUJJAY ig

' ^M

\ i s

Chattahoochee Floral Co., Hatcher Station, Ga. ||

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/ saw it in the November "Merchcnts Record" — Page it

Case No. 421 Is to be found
In stores In every part of the
country. It Is of the all-
glass construction, beautiful
in design and workmanship,
sturdy, dust-tight glass joints.
Complete description Is in
the general catalog.

Outside Case No. 750. Not
only is this case attractive,
but It Is buUt to withstand
the weather. It is shipped
completely wired for electric
lights. Has copper cornice.
Door at end or rear. Plate
glass shelves. Be sure to asJ:
for complete details of this
sales-maidng case.

Case No. 610 might well be
called the utility case be-
cause It adapts itself so well
to various departments.
Lengths 6 and S feet, 40 in.
high, 24 in. wide. Aak for
complete description and
prices.

''What Make of Case
ShaU I Buy?"

That's generally the question, for long
ago the necessity of modern display cases
was established.

Therefore, you want to know who stands
behind the case you buy, how long have
they been in business, how do their cases
stand among retailers, are the designs
modern and practical, what sort of work-
manship and material go into the case
and is the price in line with the quality?

May we send you a general catalog or
specific description and price on a par-
ticular case you need?

Detroit Show Case Co.

477 Fort Street W.
DETROIT, MICHIGAN

Also makers of the well known "Desco**
store front construction

I saw it in the November "Merchants Record" — Page 13

Rumbley's Greens

for Your Holiday Decorations

These are not artificial decorations. They are nature's own inimit-
able products which have never been imitated successfully.

Every spray and leaf is perfect in color and shape and our improved
process of preservation gives to these dainty evergreens the same
beauty and charm as when growing in our southern forests.

All Rumbley evergreens are carefully selected and are guaranteed
to be satisfactory in every respect. We believe they will exceed
your expectations as to their decorative qualities.

Use these handsome natural greens for your Christmas windows
and interior decorations.

Natural Decorative Greens

Preserved Foliages

Beech Sprays. Best quality in
green, brown or red. Per case of
100 sprays $10.00

We will be pleased to send you
prepaid samples upon request.

High Quality and
Send us your order today

Wild Smilax. Dainty and graceful, the most popular
of all Southern greens. Packed in standard cases of
50 lbs. Case $4.50

Holly. Well berried, carefully selected, standard
cases, 70 lbs. gross weight, per case $3.50

Magnolia Foliage. A rich, waxy green leaf. Splen-
did for wreaths, etc. Packed in standard cases of
60 lbs. Case $4.50

Needle Pines. A remarkably attractive green for
decoration or resale. In assorted sizes, per
dozen $1.50

Needle Pines, assorted sizes, per 100 $8.00

Palm Crowns. Produces the same effect as a hand-
some living palm. A good seller. Per doz $2.50

Palm Leaves, Very effective and can be used many
times. Per 100 $4.00

Florida Gray Moss. A novel and effective decorative
material. Per 25 lb. bag $2.50

Natural Sheet Moss. Exceptionally good for use on
floors, backgrounds, etc. Per 10-lb. bag $2.50

Sheet Moss, Dyed Green. A thick, richly colored
moss that can be used in endless ways. Per 10-lb.
bag $4.00

Prompt Shipments Guaranteed

All prices F. O. B. Evergreen, Ala.

The Rumbley Co., Evergreen, Ala.

/ saw it in the A'otrwidrr "^ferchants Record" — Page 14

/ saw it in the November "Merchants Record" — Page 15

"' ^Z %ll.anffrxf^_

'""^^

of new and attractive ideas that liven your
v^indov/s, so vitally important for "busi-
ness pulling displays."

With EZY-BILT your possibilities are un-
limited.

Attractive backgrounds, cutouts, figures,
relief ornaments and hundreds of other

EZY-BILT

solves the
displayman ^s
problem

suggestions are easily constructed of
EZY-BILT Window Board.

It can be used on both sides and finished
in any desired effect.

EZY-BILT will not bend, buckle, warp or
sag, therefore requires no expensive car-
pentering for supports.

Send for Sainples

THE HUNT-CRAWFORD CO.

COSHOCTON, OHIO

Natures Own Decorations

They Cannot be Imitated — Much Less Improved Upon

The greatest of artists can only imitate nature; so why should you use
imitations when you can get nature's own unrivaled products for less money?

Try our natural Southern greens for the coming season and you will find
them the most satisfactory of all decorations. They are carefiilly selected,
well packed and are only a few hours from the trees when you receive them.
We guarantee every order to be satisfactory.

SABAL PALM LEAVES

MAGNOLIA FOLIAGE

LONG NEEDLE PINES

CHAMAEROP PALMS

HOLLY

FADELESS MOSS

SOUTHERN GRAY

MOSS

Cedar Ropingr, 25c per yard.

All of these greens ^
can be supplied In any -i
quantities. -

Our quotations are F.

Southern Wild Smileoi:

(Magnolia foliage same price as Smilax.)

The most exquisitely beautiful evergreen
as follows. No advance In prices since

Tine In existence,
war started.

Prices and capacity

Case No.

Covers Approx.

Weight

Price

1
2
3
4
5
6

100 80. ft.
200 sq. ft
300 sq. ft.
400 SQ. ft
800 SQ. ft
600 sq. ft

15 lbs.
20 lbs.
25 lbs.
SO lbs.
40 lbs.
60 Itar

$1.00
2,00
S.0O
3.50
4.00
4.50

O. B. Evergreen.

All Orders
Shipped
Promptly

Long Needle Pines

Beautiful as a palm In decoration; attractive in the

window: bplendld sellers for church or house decoration.

If you propose handling "greens" for profit, try them.

Each Dozen Hundred

2 feet high $0.10 $1.00 $ 6.00

3 feet high 15 1.50 9.00

4 feet hUh 20 2.00 11. OO

Assorted sizes, 2 to 4 feet 1.50 9.00

Extra large sizes, 5 to 6 feet, $0.50 each.

Caldvsrell, The Woodsman

EVERGREEN, -:- -:- -:- ALABAMA

/ saw it in the November "Merchants Record" — Page l6

\tlir I-

iyim;.-wt\- ..Jt^:-~^- •■--'■ -.ifi K2

-n-T

.mM ti-

•/ i/''i'r'^--

,„/,i,j:.8,;„-',/i it^ ,i ,„it.-«,„ ;?„i< "i \,„-M„„/<ti,..Sf„,

7/^ yoizVe
Zate with
your Xmas
exhibit —

Send today for
Background Se-
ries M—No. 500
as herewith illus-
trated.

We can make prompt shipment

The background construction embodies wallboard, lumber and muslin. The painting is done in oil in real,
live coloring. It's a big business builder for your toy department and attracts grown-ups as well as children.

SPECIAL PRICE $75.00

Size 14 ft. long, Tyi or 8 ft. high as desired. Different
scenes furnished when more than one setting is ordered

THE MODERN ART STUDIOS, 431 eNorth Clark St., CHICAGO

Hess Holly Cards for Store Signs

Beautiful creations on cream mat board, 10x20 in for high prices of card}>oard, I will not offer but one of my
many designs this season. Special designs, will be printed to order.

Less Weight per

Size, Inches Per 100 Than 100 100, Packed

Landscape 11 xl4 $6.00 $6.25 17 lbs.

Landscaoe 7 xll 3.50 3.75 8% lbs.

Landscape 5%x 7 2.00 2.25 4 lbs.

Landscape 31/2x514 1.50 1.65 2 lbs.

Landscape 2i%x 4 .85 .90 1% lbs.

Upright 7 xll 3.50 3.75 SVa lbs.

Orders under $3.0O slioiad be accom-pauied Tiy check. 3% ten days. Sample sheets upon

recLuest.

Hess Artist Colored Window Holly Signs

Beautiful creations on cream mat board, 10x20 inches, upright, 6 for $3.00.

All holly cards by express or parcel post, customer paying charges.

Imported Die Cut Holly Ornaments

A great hit; First introduced in this country by myself.

They are beauties, and when pasted on a card sign, ir ake an elaborate decoration.

Style 2040 — Exquisite Holly and Gold Seals. 2%x2% inches. Lithographed in eight colors. Heavily embossed.
$1.50 per hundred.

Style 2090^ — Winter scene in holly circle. 3x3 inches. $1.50 per hundred.

Style 2091 — Winter scene in holly circle. 2x2 inches. 75c per hundred.

Style 2085 — Spray of holly in a rococco scroll. 3x5% inches. $2.50 per hundred.

Style 2095 — An assortment of thirty-six of above for 50c.

Special Notice — Outside of this assortment, holly ornaments will positively not be sold otherwise than by the
hundred and lots of twenty-five or multiples of twenty-five, as they are machine counted and come in sealed packs of
twenty-five sheets.

Holly Ornaments by parcel posty postage paid

HESS GOLD INK HESS BORDER RUUNG GAUGES

Nothing Like it Set of Four

50c Prepaid $1.00 Prepaid

G. WALLACE HESS

1524 NORTH AMERICAN BUILDING, 36 S. STATE ST., CHICAGO

I saw it in the November "Merchants Record" — Page IJ

Let Us Talk Specifically About Your Problems

Above is a perspective sketch of a plan prepared for a narrow but deep Ready-to- Wear De-
partment, the management of which desired "something different," yet not sacrificing either
economy, efficiency, or appearance. Our Designing Service accomplished just this purpose.

We do not undertake to adapt a single conventional, stereotyped layout to all stores. Our
main aim in planning a store is utility and practicability. Our second is beauty. It costs no
more to make a layout beautiful than ugly — if you know how. Beauty in architecture is a mat-
ter of perspective. The same is true of store furniture. The cornice overhanging one-half
inch too far, or one-eighth too shallow, or a pilaster one-quarter of an inch out of "true" will
seriously affect the appearance of the whole. "Trifles make perfection, but perfection is no
trifle."

A new edition of Method in Merchandising is in press. Pending its delivery, however, we are
soliciting the opportunity of demonstrating how and why we can assist you in eliminating
carrying dead stock, excessive clerk hire, insufficient display, and shop worn goods to be sold
at loss.

WELCH-WILMARTH COMPANIES

Grand Rapids, Michigan

Chicago
Pittsburgh

Boston

St.

BRANCH OFFICES:
Louis New York

Minneapolis

Philadelphia
Salt Lake City

/ saw it in the November "Merchants Record" — Page j8

MERCHANTS RECORD
and SHOW WINDOW

VOLUME XL VII
NUMBER 5

NOVEMBER, 1920

Sin^e Copies
Thirty-five Cents

The Business Situation

The hreak in prices has started the public huyin^ and there is every evidence that the

situation will he practically hack to normal by the first of the year— State

street merchants anticipate lower prices and ^ood business

BUSINESS is picking up. October sales were
the best for any month of the present year
along State street. Apparently, falling prices
have started people to buying and it is probable
that the same general conditions will prevail all
over the country.

Prices in many lines have taken a decided slump
and in some of the Chicago stores stocks in some
lines are being offered at close to cost price to pay
off bank loans and to get ready for a lower cost
basis as a result of the tumble in commodities and
in mill prices.

The consuming public had been holding off buy-
ing while prices were at the top notch but the genu-
ine reduction has started brisk buying once more.
It is evident that the period of reckless expenditure
that prevailed for nearly two years is past and peo-
ple generally are now spending their money with
judgment and caution. They want good merchan-
dise and good values. After all, the public is a
pretty fair judge of values.

The merchandise man in one of the big State
street stores estimates that during the past three
months prices have dropped from 15 to 25 per cent
on most lines of merchandise. In some lines, the
reductions have been much while in others they
have been less. This also applies to the smaller
stores. While mill and wholesale price reduc-
tions have not yet been felt in all lines in the retail
stores, there is a rather general opinion that prices
will continue on their downward trend for -some
time to come as most mills have been able to ma-
terially reduce production costs from the fact that
labor is now much more amenable to reason than
it was while help was at a big premium.

The chief production cost of clothing is labor
and in most factories the workers in all branches
are giving better service for their pay than they did
a few months ago. This has been brought about
in various ways by the manufacturers and the re-
sult will be a general lowering of costs to con-
sumers.

In speaking about the general situation, the
credit man for a well known store gave his views
about as follows : The general situation is essenti-
ally sound but the process of deflation has devel-
oped and brought about a highly unusual state of
affairs. Many merchants bought their goods at
high prices and marked them at figures which put a
decided damper on buying. The goods have not
moved as anticipated but the time has now come
when bank obligations must be met and, as a re-
sult, merchandise must be converted into money.
For this reason some merchants have priced their
goods at less than actual manufacturing cost. This
kind of pricing has had its effect in a measure upon
manufacturers who in some instances have cur-
tailed production until such a time as surplus stocks
have been moved.

One large clothing house, when it was evident
that a big price slump was at hand, got rid of its
big stock at a loss and made replacements only of
goods that might be sold as exceptional values.
Profits were pared down and selling pressed with
the result that the volume of sales was increased to
such an extent that net profits increased materially
because of the speedier turnover. This store is
now well established on the new price basis and is
going along swimmingly.

To sum the whole situation up, many stores are

Copyright, 1920, by the Merchants Record Co., Chica&o— Permission is necessary for reprintiTiS long extracts or reproducing enSravin^s; but editors are welcome to
usenotiaore than one-third of any article vrovided credit is ^iven at he&innin^ or aL end, thus — "From the Merchants Record und Show Window, Chica&o."

A Handsome Setting by H. H. Tarrasch for Stix, Baer & Fuller, St. Louis.

in possession of surplus stocks bought at high
prices and there is a natural reluctance to take a
loss on this merchandise. On the other hand, the
buying public is also reluctant about paying the
prices asked. Until these stocks are got rid of one
way or another price conditions will continue un-
certain. After these stocks have been sold and re-
placed with goods at the lower scale of prices, busi-
ness will get back to normal very quickly. Supply
and demand will once more regulate values.

That the present state of affairs will bring hard-
ships in some quarters is only natural, but there is
a general feeling of optimism. It is believed that
by the first of the year general conditions will again
be upon a normal and entirely satisfactory basis.

Selling Underwear

AN eastern house interested in the selling of
underwear has been doing some practical in-
vestigating with the view of determining the vari-
ous influences that enter into the selling of this
class of merchandise. A number of investigators,
stationed at strategic points in New York, ques-
tioned some 2,000 men as- to the chief factors which
influenced their purchases of underwear.

Of those questioned, 42 per cent were influenced
by window display, 20 per cent by newspaper, ad-
vertising, 21 per cent by salesmen and 17 per cent
by recommendations of friends. While the accu-
racy of such an investigation must be discounted to
some extent, the fact stands out that the show win-
dow is the best salesman. Had a test been made on
other merchandise such as shirts, neckwear or hats,
for example, it would have been found that the sell-
ing efficiency of the window is much above 42 per
cent as these lines are shown in the window much
more frequently than underwear.

The one fact to which this investigation seems
to point is that underwear probably is not given as
much window representation as it deserves. The
reason for this is that the selling of underwear is
too much taken for granted. It is very generally
assumed by the dealers that the customer who
wants underwear will ask for it and that is true in
a measure. However, as with anything else, sug-
gestion can be made a powerful selling factor and
underwear is too important a line to be slighted in
the displays. If not shown in the windows it
should be played up with prominence inside the
store in lighted show cases or otherwise.

The Display of Lord & Taylor

Mr. 'Weis^erher's artistic window settings are attracting

much favorable notice. Careful attention to details and

composition are evident in all the displays by this store —

The fine art of displaying just enough

QIS=>QO^[3

IF THERE were any doubt that window display
deserves a place among the fine arts, it would
only be necessary for one to consider the win-
dows of Lord & Taylor on Fifth avenue, New York.
The displays made by Louis Weisgerber for this
store are masterpieces of applied art. Although
commercial in their purpose, they approach perfec-
tion in composition and general effect.

These windows have been attracting wide at-
tention of late, not only from merchants and display
men, but from specialists in interior decoration,
theatrical producers and artists in general. One of
the great national fashion journals has chosen these
displays as representative of the highest expression
of merchandise display. Such an effect have these
windows produced that Mr. Weisgerber. is con-
stantly being consulted by artists and experts in
various branches of decoration and design. David

Belasco, perhaps the most skilled of modern theatri-
cal producers, has conferred with Mr. Weisgerber
at various times as to stage settings for forthcoming
plays.

This evident appreciation must be gratifying,
not only to Mr. Weisgerber and his employer, but
to every display man who takes his calling seriously
and is working to bring his art to a wider recogni-
tion of its true value. '

Rich simplicity is the keynote of Lord & Taylor
displays. Each setting is a complete composition
in which every part is related to every other part.
There is no detail that "just happens" to be in any
of these windows. Everything that appears is there
because it helps the effect. For this reason the win-
dows never have the appearance of being fussy or
overdone.

In this connection it mav be said that one of

One of Mr. Weisgerber's Handsome Fall Settings.
21

This is Typical of the Beautiful Displays of Lord & Taylor.

the greatest difficulties in window display is know-
ing when to stop — what to leave out. There is a
fatal tendency to keep on adding just a little more.
This applies to decoration as well as to merchan-
dise. Any amateur can fill a window with mer-
chandise but it takes a genius to know when he has
displayed just enough. Many a display has been
spoiled by just one figure or garment too many.
Many a decoration has been ruined by just one
curleycue too many.

Mr. Weisgerber attributes much importance to
composition and plans his windows in much the
same manner as an artist would lay out his canvas
for a painting. In most of his displays there is a
distinct focal point around which the rest of the
setting is arranged. This focal point may be at
one end of the window or it may be in the middle
but the latter is unusual. Wherever the point of
interest may be placed, everything else in the win-
dow is arranged to add emphasis to that point.

Appropriateness of accessories is another nota-
ble feature in Lord & Taylor's windows. Each dec-
orative detail must harmonize with every other de-
tail. This applies to furniture, floor coverings,
draperies and everything else that is used in the
window. Mr. Weisgerber is a thorough student of
the various period styles and these are never al-
lowed to clash. If more than one stjde is used in
a window they are such as will harmonize with
each other and with the merchandise with which
they are used.

It is Mr. Weisgerber's belief that to do really
good work, the display man must be thoroughly
conscientious in his work. He must refuse to do
anything less than his best. No detail is too small
to be of importance for the effect of the setting as
a whole depends upon the many little things that are

A Small Window by Mr. Weisgerber.

part of it. One of the commonest faults of modern
window display is due to carelessness as to details
and this is a fault that is easiest of correction. A
display man of ordinary ability who is conscientious
and watches his details carefully will do more ef-
fective work in the long run than the talented man
who is careless.

The Lord & Taylor windows are unique in their
construction, so far as the writer knows. There are
two floors to each window and these are operated
on an elevator which lowers them to the basement
where the trimming is done. When a display has

^served its purpose it is lowered to the basement
and rolled out of the way — a new display is rolled
onto the elevator and raised into place. By this
arrangement no time is wasted in taking out the
old display and putting in the new one. It is an
exceedingly good plan for a store that can afford
the basement room.

The windows of Mr. Weisgerber shown here are
typical of his work. These were part of the fall
exposition displays all of which were handled in
the same general style. These windows are well
worth a careful study.

Three of a Notable Series of Displays by Henry Sherrod for Stewart Dry Goods Co., Louisville, Ky.

■jniiltiiiMiiiniiiniiiiriiiiiMiiininMiiiMiMtiiNriiMNiiiniiniiiniiMiMMMiiiiniiiMiniiiniiMiniMMiriiiiMiniMMiiiinniiiuiiiiiiinniiiMiiiinni^

A V/onderful Chvistraas Tree \

^iliiiiiiinnuiMiiitiNiMiMiiinMiiiMriiuiHMiMMiiiniMiiiiiMiMnininMtiiiiiiiiitiiiiiiMiMitiiiiMniiiNiMini)iniMinMiMiiit:MiiiriiMMiniiiMNiMiHiiiiiniiiMinMiMniMniiiiiiMiHniMrni^

PROBABLY the most remarkable Christmas tree
ever seen was the gorgeous creation designed
last Christmas by Edgar M. McCartney for the
holiday celebration of Armour & Company, Chicago.
This spectacular tree was so stupendous in its pro-
portions that it is difficult to get an accurate con-
ception of it from our illustrations.

parative size of these tractors Avill give some idea
as to the immensity of the tree. Sixty-two elec-
tricians were required to do the electrical work un-
der Mr. McCartney's direction.

This enormous tree when illuminated presented
a magnificent spectacle and it was all the more in-
teresting because all of the elaborate decorations
were in perfect proportion. The candles were 6 feet

Thousands of Doll.\rs Were Spent Upon the Decorations of This Tree.

It was more than 100 feet high and was made high and the "tinsel" festoons and many kinds of
up of 35,000 fir trees gathered in the northern woods pendants were in the same mammoth dimensions,
for this purpose. The frame work was built of At the pinnacle of the giant tree was a revolving
lumber as may be seen in the small picture in which mirror ball 9 feet in diameter. Concealed spot-
only part of the fir trees had been. put in place. In lights were focused upon this brilliant sphere pro-
the foreground of this picture may be seen the ducing a truly wonderful effect. The decorations
tractors used in hauling up the trees. The com- were in gold, silver and endless brilliant colors

which produced a bewilderingly beautiful effect
when the Hghts were turned on.

The stage of the pavilion in which this tree was
constructed was given a special treatment by Mr.
McCartney for this occasion. This may be seen
distinctly in the larger illustration. To make the
background, 42,000 yards of material were used.
In the lower left hand corner may be seen a gi-
gantic "bouquet." This was 9 feet in diameter. The
front was made to swing open on hinges like doors.
Two ropes of flowers were pulled by little girls to
open the doors and from the interior a little miss
dressed as a fairy stepped out.

The occasion of this remarkable decoration was
an entertainment given by Armour & Company for
the children of the thousands of employes of this
firm. Approximately $35,000 was spent on the en-
tertainment including the tree, electricians, music,
lights, etc. This is quite a bit of money but Armour
& Company were well satisfied with the results.
Mrs. J. Ogden Armour presided at the entertain-
ment at which the tree was the chief attraction.

The two pictures give a very fair idea of Mr.
McCartney's tree in course of construction and
when it was completed. While it is not likely that
the display man will be called upon to build a tree as
large as this one, the same general idea may be used
in the construction of a tree of any desired size.
The frame is first built and wired ; then the fir trees
are attached and the ornaments put in place.

Mr. McCartney planned out this whole scheme
of decoration in advance and made sketches showing
exactly how the whole scheme was to be carried out.
This involved more details than are entailed in the
planning of an ordinary building. When all of the

plans were in readiness, a small army of decorators,
carpenters, electricians and miscellaneous artisans
were put to work and the huge task of assembling
and decorating the tree and building its attractive
setting was accomplished in short order.

This is one of the few occasions on which a
displayman is given carte blanche to design and com-

The Big Tree in Course of Construction.

plete a "job" entirely according to his own ideas and
without considering the cost. It is a source of real
satisfaction to any displayman to accomplish an un-
dertaking on so large a scale so worthily as in this
case.

Drape by O. E. Wheete, Tulsa, Oklahoma.

By Alfted Hoag for C. H. Smith Sons Co., Oil City, Pa.

^ai

iSl

23>

Collaring the Collar Business

A clever advertising and display scheme used by the
Parker-Bridget Co., of Washington, D. C. to exploit the
service ^iven by this store — Show window dressed to
represent the collar department and a pa^e newspaper
ad used to call attention to it

QI^=On]C=^ID

WHEN a man buys a seventy-five dollar suit
of clothes, no matter how much service the
store gives him, it is taken for granted. A
man earns service when he spends seventy-five dol-
lars all in a bunch.

But the real test of a store's service comes when
the man buys something for twenty-five cents. It's
a lot easier to make an impression on a customer
by giving him service with a twenty-five cent p,ur-
chase than with a seventy-five dollar one. For rea-
sons already assigned.

The Parker-Bridget Co. of Washington, D. C,
therefore, has always taken as much pains in selling
a man a collar as a suit of clothes. For the effect-
iveness of the seventy-five dollar suit might easily
be spoiled by an unbecoming collar.

Feeling that they had developed the thorough-
ness of service to a point when they could boast
about it, they used their largest window for a dis-
play of collars to show the thoroughness of mer-
chandising in this direction. And on the same day,
they had a full page advertisement in the papers, to
show their carefully studied service in collars. Col-
lar service was used as an example of service in all
other departments.

jUUIAArtAililJtil^A^^A^

rttm vife. A. Ut Ite ma oe tte bi^

saa. Lou ol ma w IcmamU aoafb to
bavt Uat qu^mr. ud rOS 0X7 tniM tbHr
ffinw up wnb lufb, suUroOtn ibtt do ooQ^
at bat mtkr Cm look 4cd fed oDootalen-

\ OUNC mu. I wist I ftie 14) hlfb 41 iIL looked qastlooiivtr u his wtfe, vbo
collir. TV hifhcr Uw better. Bmlcd loKl-D^tarallj. ud he wem fat ibe
_ That thlBt you're wcutet f*- draaliv booth, b A^ cnlsotM he rather
minis 1M of hlsb hcets tod tux po*der dubicosty cam out Frteod wif»
Wliat 1 wiflt b ■ Dio'i coiOtr' sored a

In the face of the maimerof the man's re-
quen. the man behind the eomtcr critlalty
examined the caller. In fact, be Q>ed op some-
few minutes Id perfonniog ih||exkmiDatioD.
(We fortot to uy that the examlnatioo vu
menii- optical— tf yoo know wh

'14oChlt«dobv! 1 wm yn before
you open that caje, I has-ent wwn a
soft collar since reachlnc the a^ ot
discretion, and T propoee to retain au-
thority In that direction until I put
into dotage. Then 1 irtm frieod wife. ;^^-
here. Bill protect me afahaft thote
f-tahVi'uh thiogs boyi wrap anuod ibiir
necks at tbougti they had lore thra«ir

"If >-oa doo't mind. air. I was mereUf foinf

U tiy an eKperimeot. Here Is the collar you

have been weahoz and want dow (taJcint

one froth a box). But junto nUafrmr'n-

^i^;^ t«re«, would )wi mind itep-

i ) ptog Into one of thoee fltttag

?^J^ rooms ai^und the wnier.

\ -E*/ and putting one of th«»e col-

(<S*^ '*" **' '' •* ^"^^ **' P'^"'

\Jfm' with a Unsi b«:klnc. Ihttt

MV' remo^-aWe celhJoid loaerta

f^^ ^ ^ keep it erwt od prevent Its

•"~*'"^^ looking IDre a Red Croas

bandage. It's our private!}' made "Cbevy

Qiaie'coUtr,

*T«s, air I don't blame you for fKting
wan. I would, too. If »om< fresh salesman
aakedtotryexperimesUoome. But I for
got to meotloe that you arent expect4yl li
pfty tor this cvUar. lUi It merely total

Lj-ourdigttitj-' Vby. Jc4m
Henry, you look dijnilled in jonr _

John Benir't taleft protex waa
f echle and dMd on hit U)» as be k-okfd
into the ^asa.

1 faau to admit It yooQg fdk*. but
I don't kx>)i so bwl m this oew-(aa(led
caDtraptka,«fteraQ.dor And look
-^ bow k>w the thing b.' Why. I tell yoo.
I ha ve never worn anything other than
a high, stiff collar- Say, l« roe try 00 one of
these loo , $tilf coQan they>e wearing. wlU
)-ouT m pay for rt. Til uke a doaen.
If they look Bood on roe. Andadoien ^
of these " -.^

He >rou)d have taken a dotes of 1^
about tnythlns. if an interested )ale»- Jn
man and a prudeni wife hadot inter- ')/i
fered Btn be w»i 100 nervous to tabs |j

m. Lots ot tDoi »<ear cot- *••"""■"• ^■
Ian top Urgt. and txr their fMeods aikiw
If ther hiveat kw wv^i rwefflty Ttoe
fellow* ihiak a la^* ct)llar a tnore cocnf net-
tle, wtiereu the rrvenr u often the caaa.
"A largo coflar ■»•»■ your oedt. And
a» for snog tc<bn— wty as tvsy as
ycy tWni rou ai* >-cu diOn i eren a>
tx* thai tne c«4U I gave r»i w
Dnatler' rorgraenlv'ev.alow.snri
r»Me (Of your type at
anyMMoa. F^rooreroRnalwvu, a
nocty. Uie tow. ftif f
coOai- jtn trted on » the tha«. Be-
^7 tii)«i.n'tihect)leDo«. And<t)'t'doek

to obaefVe the c<:c^'eot>cns of • hign mUar.
Even theaw* can fit you ma collar that ifs't

« high, but thai I

tsthsoi

\t btcotung nyte. Ben yov are. thank
yoasir. Nc«.tfyounUlbavesfe«minsi«a
to spare, yru my waicft roe show this fat
P*ny bow much thtater ha fate at leao. w^U
9{^Kar wbeo he wean a coUaf half an toA
higt>er and qwaner of a stjc larfer.

agaii

He <v

I colkr So

UTyu

through a oaul ttop lor .
he put 00 a low, ntlf collar at the counter.
•3ei people will ihln*." be mused. Thai rm
.either k teinpeTvr.(otal CongreaHnaa. or an
otherwise grocer, tnlng on dotbea in pubb^
Itothla."

you wut nc
lo(^19Zl.~

TouDg feUow." nkl John Henry, vbcn
(he saksDian was wrtpptng the reeoauDcnd-
ed number ot low soft iad stttf ooDan. ^>0w

do >-ou do ur

^~. bebe^v tttf hjghbrow books all il*

\i^ JotevRftrymjidlyRaredaltbtfat

Jf party" »lul» fnend w\f« dung lo hli

^r~> cfbow and re^Mctfuily kookHJ at tb*

f -L nan bduad the cc^Rer as be Bo*«4

.^£ Dtd ym ask if this ksRMSed 41 tte
Natiooally Known Store* Wad. not a
jan that atar worda if nw loow wliat *«
tDe«& Tlus ta a cvcipooU ooey o( w^t Is
g^jtag on St our tcUar couertcn aD the ttana.
'nni's wity rota. J they fwv* u. w\Sk ■ tww
Modes out ol ihev w«y u Iniy thor coOan
here. But they seldem bare u, w^ cot of
tbalr way— we>T oe the Avmoc.

fJiJiJtJ^AJiAAAk&AAAA&*i»JiAAiAA»AAAA»**AAAAUkA*Jk

Display by Louis F. Cohen to Advertise the Loll.\r DEP.\RTMENr.

An Egyptian Setiing by John A. Rosenberg for Mac Williams, Wilkes-Barre, Pa.

The advertisement was planned and prepared
by David Lampe, advertising manager of the com-
pany, and the window conceived and executed by
Louis F. Cohen, display manager for Parker-Brid-
get Co.

The advertisement, which, by the way, is copy-
righted, we reproduce here in miniature. It occu-
pied a whole newspaper page and the clever man-
ner in which the copy was written easily justified
this large space. This is an ad with a real idea back
of it. It is the sort of ad that makes a genuine im-
pression because of its simple common sense and
because of the original manner in which the sub-
ject is handled. Most men consider a collar as a
rather unimportant item of dress to be selected for
its comfort rather than its appearance.

Mr. Lampe points out the real importance of
the collar and tells most convincingly why different
faces require different collars. Anyone reading this
ad is impressed, not only with careful way in which
the Parker-Bridget Co. sells collars, but is also led
to believe quite naturally that this store will use

the same care and judgment in selling anything
else the customer may require. In other words,
the reader is given the impression that this store
gives its customers intelligent and disinterested
serAdce. That is what most men are looking for.

The window, which we show here, is also
handled with unusual cleverness. It was arranged
to represent a modern collar department. Two
show cases were placed in the foreground and back
of them was shelving filled with boxes. A sales-
man was placed in a natural pose. On the cases
were small all-glass collar cases showing the styles
carried in different lines. Inside the large cases
were shown other styles also posters for different
brands. The entire display was carried out with
the utmost naturalness and was not "overdone,"
in any respect. The floor was in black and white
tile effect and the shelving was also done in black
and white.

The idea expressed in this display and the ad-
vertisement might be applied to various lines of
merchandise with equally good results.

Notes from New Yorh

"New York Displaymen a^ain organize with Jack Cronin as president — Andrew Hopkins at

Gimbel Brothers takes on new duties — Gimhel's has an interesting toy exhibit

— Frankenthal hack on the job after an illness — New fixtures

for Macy's — Toyland at Lord & Taylor's — Other

notes of interest about displaymen

□ t^^o □ 0=S] □

By F. F. Purdy i

THE display men of New York are organized
again, as a separate organization and yet as a
branch of the 1. A. D. M., known as the New
York Metropolitan Display Men's Club, the word
■"Metropolitan" being introduced to admit members
of the trade from a radius of fifty miles around New
York. The membership comprises a good and
growing roster, officered by the following: Presi-
dent, John J. Cronin, of L. Bamberger & Co., New-
ark; vice-president, L. E. Weisgerber, of Lord &
Taylor; secretary, R. E. Jones, of Gimbel Brothers;
treasurer, Charles Vosburgh, of R. H. Macy & Co. ;
executive committee, George Rooney, of Abraham

& Straus: Andrew Hopkins, of Gimbel Brothers;
and William Tishman, of Hahne & Co., Newark;
the heads of committees are Messrs. McArdle of
Orkins ; Munn, of Franklin Simon & Co. ; and Weh-
ner, of Brill Brothers, chairman respectively of
the membership, publicity and program committees.
The membership consists of display managers and
their assistants. There is no disposition whatever
to confine it to the former, but on the contrary, the
idea is to operate the organization on the most
democratic plane practicable. The officers aim to
have functions which shall be not only social, but
informing and useful as well, with occasional

15y W. Oi.imk Johnson oi- I-'.dmonton, Ai.iikrta, 1-"irst Prize in 1. A. D. M. Class Li Limit,

Third Prize Winner in I. A. D. M. Class 29 Open by E. K. Lummus, Montreal, Canada.

speakers like department store heads and other of-
ficials who will speak of merchandising in a broad
way, including display and its place in the scheme.
At this writing Mr. Fraser, display manager for
Marshall Field & Co., Chicago, is expected on in the
near future, and the officers hope to be able to ar-
range at the time for a luncheon meeting, when they
will be able to hear from Mr. Fraser and exchange
some ideas regarding New York and Chicago
methods of putting the merchandise before the pub-
lic. The present fees are $2 for initiation and $2
for dues for the remainder of 1920 — $3 for dues for
1921. Men to be eligible for membership must have
been in the business at least three years.

Mr. Hopkins' Duties Expanded

Andrew Hopkins, display manager for Gimbel
Brothers, is now one of general manager Duggan's
assistants, in charge of window trimming and the
mechanical force. This is now the broad scope of
Mr. Hopkins' duties, which have been gradually
expanding for some time, and now painters, car-
penters, electricians, etc., come under this designa-
tion. It is easy to see that during the preliminary
work to getting ready the early holiday season dis-
plays, the fact that the display manager has all the
mechanical elements in charge, under broad powers,
makes for effectiveness, speed and facility in getting
results. It simply proves again that where a dis-
play manager has the ability and the opportunity.

it is in the interest of the store for him to supervise
the entire mechanical work of the place as well.
Every merchant, or buyer or department head
worth talking about is looking for the next step
forward. What is the next step forward for the
display manager. Obviously the leadership of the
forces that maintain the store and keep it in shape.
During the past four months, by the way, Mr. Hop-
kins has been working on a campaign for a renova-
tion of the big Gimbel building, with a regiment
of painters, carpenters and mechanics. The work
had been postponed on account of the war. Six
of the principal floors have now been completely re-
painted and refurnished, with all necessary con-
struction improvements completed.

Headquarters de Luxe

Mr. Beyer, at McCreery's, has the headquarters
de luxe of all the display managers hereabouts.
We mentioned two or three months ago that a
change was coming. Now the removal of the dis-
play men's headquarters to a new location is so im-
minent, with preparations so near completed, we are
able to give a description of them. Forgotten, here,
is the fact that in some stores the display man is
shoved away in some obscure and inconvenient
nook, with no up-to-date facilities whatever. Just
visualize this : Approach the McCreery display of-
fices from the west. You enter an outer office
where visiting salesmen with display auxiliaries to

O'NE OF A Series of Fur Displays by G. Krause for Herzfeld's, Kansas City, Mo.

sell are received and their wares examined under
favorable circumstances. Go further and you come
to the office where the assistants are located when
not out on the warpath, each having a convenient,
uniform work-table. Further on is the private of-
fice of Display Manager Beyer, where he can quietly
and under favorable conditions evolve his ambitious
plans for display. On further is the large area from
which many conveniences radiate. First there is the
form room. Then there are four specially designed
closets for housing the flowers and velvet covered
fixtures. Next is an excellently arranged "dummy
window," wired and electrically lighted, where all
the important window displays will be set up be-
fore they are formally placed in position. This
"dummy window" is 8 feet wide, 20 feet long.
On another side of the large area mentioned is a
closet for velvet curtains and backgrounds, 15 feet
long, 4 feet deep and 12 feet high, with space fc:
8 rods over which the curtains will be hung when
not in use. These various closets are metal lined
and dustproof. Out in the center of this area are
three double row metal and wire fixture cabinets,
extending to the ceiling. The entire arrangement
as outlined is ideal and illustrate better than any-
thing we have ever seen the increased importance
the element of display is taking in the minds of the
merchandisers who are operating our department
stores.

An Interesting Toy Exhibit

Mr. Hopkins, at Gimbel's, had his toy exhibit in
and finally thrown open to the public on November
6, on the fourth floor. The fact most strongly em-
phasized on the mind of the visitor is that to a
striking degree the arrangements made for special
displays were not only successful in the way of
novelty, but worked unusually toward the end of
selling the goods. This is a combination not
sought for sufficiently in many cases. Take, for in-
stance, the special wide booth Mr. Hopkins has ar-
ranged for showing trains and boats. The back-
ground shows a lighthouse and coast scene, work-
ing toward a landscape with trees, hills, valleys,
tunnels, etc., but the preparations right here are
complete for selling under the most favorable cir-
cumstances. The big floor is called "Starland."
The ceiling is decorated in stars, all in metallic
glitter, which also surround the big columns. The
lamps were designed to harmonize, also being
stenciled with stars. Arms out from the columns
contain, on every other column of the main aisle,
two lifelike monkeys each of which has a large
spinning ball. The elevator fronts harmonize with
the ceiling and lamp decoration, with blinking stars
and moons. There are short pillars in prominent
places, each surmounted by a comedy horse, with
wobbling head and tail, which give constant move-

ment that children appreciate, as these comedy Sir
Bartons and Man-o-Wars gallop along from the top
of the columns. Many other features comprise a
notable toy show admirably combining display and
commercial features.

Dean Frankenthal is back at his post after a
week or ten days illness at home. He says it may
have been a case of too strenuous a vacation. He is
now attending to the routine of his department,
draping up his forms, etc., one of the latest being a
little bit of a nursery miss togged out in her jump-
ers, with borders of a nursery pattern of bright hues.
A recent collection of handsome drapes shown in
the Altman front were some snappy suits with
borders and panel effects, with decorations of sout-
ache braid embroidery, silver and gold beads. Mr.
Frankenthal has agreed to decorate a couple of the
finest exhibits at the big silk exposition that will
be held at the Grand Central Palace next February.

New Fixtures for Macy's

Mr. Vosburg, at Macy's, is reputed to have in
work one of the finest lines of show window display
fixtures ever turned out, which are of his personal
design. There is "nothing doing" in the way of
revelation of their characteristics until they appear
in the windows, except that the fixtures are hand-
hammered and of fine appearance outside of the
utility inherent in them. At this writing Mr. Vos-
burg is busy on his Christmas showing, and the toy
windows will be in about the middle of November.
The entire fifth floor will be given over to toys, with
a special and strong series of displays. The fifth

floor is "Fairyland," and four windows on Thirty-
fourth street interpret the scene above to the public.
The main floor will abound in striking suggestions
leading to the thought of toys and the gifts for the
big holiday.

Among the visitors in town last month were
Harry Pettit, display manager for J. W. Robinson
& Co., of Los Angeles, Cal., who left for home
October 20 via Philadelphia, Pittsburgh, Chicago
and Denver, here and en route keeping his eyes on
novelties and practical methods of window display
which will no doubt ultimately make their appear-
ance in Los Angeles. Mr. Pettit was formerly with
Frederick & Nelson, Seattle, and has occupied his
present post only since October 1. Other visitors
were Mr. Bowman, display manager for Woodward
& Lothrop, Washington, D. C, ; F. Kettel, for Lam-
son Brothers Co., Toledo, O. ; and Mr. Schiff, of
Schiff & Holly, furnishings, Plattsburg, N. Y., who
was interested in display matters.

Toyland at Lord & Taylor's

Mr. Weisgerber, display manager for Lord &
Taylor, returned the latter part of last month from
a trip of a week or ten days to Chicago and his old
home town of Pittsburgh, where he had charge of
the windows of Boggs & Buhl, his assistant, Wil-
liam C. Nettum, taking charge at Lord & Taylor's
in his absence. The new background treatment
has been in place in the windows for a short time —
valances and curtains of royal blue velour, with
silver braid banding. These valances are of a
depth of 36 inches and furnish and decorate the win-

An Opening Display by Fred D. G. Wahrenburg for Rorode Dry Goods Co., Fort Wayne, Indiana.

Shirt Display by George B. Scott fot the Metropolitan, Dayton, Ohio.

dows richly. The big seventh floor is being put in
shape as ''Toyland," which will be ready about the
middle of November. The decorations of "Toy-
land" are drawn from fairy tales, "Mother Goose,"
"Cinderella," "Mother Hubbard," etc., which will
be along the walls. Little square houses in bright
colors will lighten and sparkle the scene with in-
terest. The infants' department on the fourth floor
has been enlarged and elaborated, and more win-
dow space is being devoted to it. At the time of
enlargement the whole Fifth avenue front was de-
voted to infants' wear and accessories. Perhaps
the finest children's barber shop in the country oc-
cupies a large corner in this department. The new
men's shop taking up the entire tenth floor is now
in commission. Two express elevators are as-
signed wholly to this service, inasmuch as all men's
wear is concentrated here — clothing, shoes, furnish-
ings, hats, etc.

Brooklyn Stores

Mr. Waldron is back in his old form at Loeser's
in Brooklyn, and a recent showing of satin drapes
was a prime illustration of this. Speaking of the
series of years that Loeser's and Abraham & Straus
ran neck and neck in putting up some of the finest
displays in New York, he remarked that while he
rejoiced tliat his health and zeal were at a point

that enabled a strict maintenance of old standards
in his fine windows, he was equally pleased to note
that over in Manhattan the department store man-
agement and display managers were putting over
far better displays than for many years, with far
more time and money evidentl}^ being devoted to
setting forth the merchandise in the windows. He
noted that the two Pittsburgers were doing excel-
lent work and making a fine contribution, while the
young wizard of Thirty-fourth street was putting
in some notably good windows.

Mr. Rooney, at Abraham & Straus', has been
necessarily confining himself, on Fulton street, to
the half a front which was recently put in new and
in which he has been able to install some sumptu-
ous displays. At this writing the workmen are
busy getting the other half ready, and it is hoped
that it will be in shape for use by the time the pre-
holiday displays are to be put in. The new A. & S.
scries of windows are among the finest in the entire
Metropolitan district and when the whole front is
in it will l)c one of the real features of Brooklyn.

New Windows at Namm's

Matters are progressing rapidly at Namm's.
Mr. DeVausncy has a new assistant in the person
of Stephen Garvey, former assistant of Thorkild
Larson, display manager for J- D. Wilson & Co.,

Opening Display by M. H. Luber for the Killian Co., Cedar Rapids, Iowa.

successor to Price & Rosenbaum, and who was in
charge there during the recent three-months' tour
of Europe of Mr. Larson. Mr. Larson's windows
are in high repute among the fraternity, and Mr.
DeVausney is to be congratulated in adding a
young man who can hold down Larson's job in his
absence. The great Namm addition is nearing com-
pletion, enough so to permit of the opening of the
new glove department therein, which is a large and
distinctive section that should add materially to the
tone of the store, as the glove department always
done when properly and successfully featured. Mr.
DeVausney hopes to get into the entire new addi-
tion by the middle or latter part of November. He
will have fifteen new windows, including a large
corner window at Livingston street and Elm Place,

and he will add two or three new assistants to en-
able him to cope with this expanded work. The last
of October Namm's held a notable Hallowe'en sale.
The entire front was used to demonstrate the Hal-
lowe'en and Thanksgiving spirit. Some of the
force went out into the country with a big truck and
brought back a load of cornstalks, pumpkins, etc.,
which were placed all round the store to further
carry out the idea. The salesgirl's were all togged
out in aprons and caps a la dairymaid and farm girl,
while the men were clad in costume of simple cut
remindful of the farmer. The toy floor was opened
up formally in November, little mannikins being
used to illustrate the fairy tales so popular around
holiday time. Silver leaves were the main decora-
tions and most of the Christmas decorations cen-
tered around the toys.

cMe^chants Record
and Show Window

An Illustrated Monthly Journal for Merchants,
Display Managers and Advertising Men

COMBINING

"Harmon's Journal of Window Dressing" - - Established 1893

"The Show Window" Established 1897

"The Window Trimmer and Retail Merchants

Advertiser" Established 1903

"Merchant and Decorator" ... - Established 1905

Published on the Fifth of Every Month by

The Merchants Record Company

J. F. Nickerson, President and Manager.

Edw. H. Fox, Vice Pres. and Adv. Mfer.

T. A. Bird, Mgr. Service Dept.

5707 West Lake Street - - Chicago, Illinois

City Office, Room 511, No. 163 West Washington St.

Telephones, Austin 1303 - 1304

EASTERN OFHCE: Suite 5001 Woolworth Building, New York City

Telephone 7363 Barclay

OFFICIAL ORGAN

International Association of Display Men
Kansas Association of Display Men

••Csntributors of photographs should obtain duplicate prints if
desired for their own use, as photographs entered in contest cannot be
returned.

**When ordering change of address, subscribers should give both
OLD AND NEW ADDRESSES to insure proper recording on our
mailing list.

**Copy for advertisements should be in the publisher's hands not
later than 20tK of preceding month to insure position in current number.

* Covyri^hted hy the Merchants Record Company

November, 1920

Getting After Business

THE transition back to pre-war conditions will
require many months but every merchant ap-
preciates that a big change is taking place and
that the seller's market of the past two years is
rapidly becoming a buyer's market once more.
This applies to the retail store as well as to the
manufacturer or wholesaler. The time is again at
hand when business must be hustled for — we are
getting back to normal.

Money has been the cheapest thing in America
for the past eighteen months but there is every
indication that the dollar is gradually getting back
to its real value again. This means that spending
will be done with more conservatism in 1921 than
has been the case in 1920.

For the overcautious merchant the more or less
general tightening up of the business situation will

be a signal for cutting down selling expenses to the
lowest possible figure. He will cut down his ad-
vertising and trim his display appropriation. Store
improvements will be shelved for the time being and
business will proceed under closel}^ reefed sails.

The aggressive merchandiser, on the other hand,
will follow a nearly opposite course. He will get
after business as aggressively as possible. Adver-
tising will be handled more intensively and more
money and ingenuity will be spent upon displays
than when business was to be had without an ef-
fort. This is only sensible business procedure —
the harder business is to get, the harder it must be
gone after.

Now is the time to turn on more selling steam
in every store. Instead of cutting down advertis-
ing, it should be kept up to the highest standard of
efficiency. Show window displays should be planned
to exert their strongest possible appeal. Both in
the ads and the windows the keynote should be
"real values."

What has been said about advertising and dis-
play applies with equal force to fixtures and all
kinds of store equipment. Fixtures and equipment
for the show window and store are designed to
assist in showing merchandise more attractively —
to help in making sales, and, for this reason, the
greatest need for them is when there is need of
stimulating business.

While business has fallen off to some extent and
will, without question, sufifer a further drop, the
general situation is satisfactory. We are experienc-
ing a period of readjustment that was inevitable.
The merchant who meets changed conditions with
good advertising and good displays need have no
misgivings as to the future. Don't weaken or
cheapen your selling efificiency just at the time it is
needed the most — get after business aggressively
and it will come to you.

Reflections

POSSIBLY the greatest singlfe difficulty connected
with show window displays lies in the reflections
encountered in so many windows. Most other
faults can be overcome but reflections arc a real
problem. Scarcely a week passes that several let-
ters are received by the editor asking how reflec-
tions can be overcome — and the editor in many in-
stances has to reply that he does not know for there
is no general rule that can be applied in all cases.
The cause of window reflection is usually due
to too dark a background or merchandise in dark
tones which give the glass the effect of a mirror.
To overcome this condition the only remedy is to
get more light inside the window. This can some-
times be done by lighting the background and
floor and not showing too much dark merchandise.
.-\nother remedy is to light the interior of the win-

aow enough to overcome the mirror effect. This is
sometimes done by having an auxiliary switch with
which a few lamps may be turned on at certain
hours of the day when reflections are most annoy-
ing. Some stores have extra ornamental lamps set
in the ceiling to diffuse a soft illumination over the
entire window. In some cases excellent results have
been had from this method.

/. W. Foley Resigns

MR. J. W. FOLEY, Chief of the Editorial Staff of
Merchants Record and Show Window for
more than four years, resigned his position to enter
another field of endeavor and has accepted the presi-
dency of The Craftsman Shops, Milwaukee, Wis., a
recently organized concern engaged in art decorating
and in the designing and maufacture of exclusive store
window furnishings.

After an extended newspaper experience in sev-
eral cities of the East, Mr. Foley came from Boston,
Mass., to Chicago in September, 1916, and as Editor
of Merchants Record and Show Window conscien-

James W. Foley.

tiously carried out the policies of the publication in
giving to the merchants and display men the best that
the country produced in new or improved ideas for
displaying and selling merchandise, including store
front construction and arrangement and equipment of
stores.

For three years he has been Chairman of the Pub-
licity Committee of the International Association of
Displaymen and was successful in securing wide pub-
licity for that organization. He has always taken a
prominent part in its conventions and assisted in for-
mulating convention plans. Mr. Foley was always
ready to assist any member of the display profession,
and in this connection he has to his credit the placing
of many men in good positions through the Merchants
Record and Display Window Service Department, and
has been instrumental in advancing the art of window
and interior display. He has made many friends
among the display men throughout the United States
who will be interested in his future success.

Our Monthly Contest

Merchants Record and Show Window awards
a beautifully engrossed Diploma of Award each
month for the best photographs submitted. Any dis-
play man is eligible to enter photographs in this com-
petition. Awards for 1920 have been made as follows :

Ellsworth H. Bates, Bloomin^ton. III.

W. C. Grams, Denver, Colorado

P. B. Waldo, Boston, Mass.

T. H. Roy, Quebec, Canada

William H. Richardson, Sidney, Australia

Homer H. Seay, Charleston, W. Va.

John L. Stark, Portland, Ore.

A. W. Brown, Ottumwa, la.

Henry Sherrod, Louisville, Ky.

Note : It should be understood that prize win
ning pictures are not published the same month in
which the prize is awarded. This would be imprac»
ticable, owing to the fact that the displays would sel-
dom be seasonable. For example, the prize winning
photograph for December would probably be of some
holiday display, as practically all of the photographs
received during December are of that class. The
winner would be announced in the January issue.
This would be too late to print a holiday display, as
the ideas contained in it could not be made use of
for nearly a year. We therefore hold prize winning
pictures until they are seasonable.

Our Service Department

Please send us any information you may have cover-
ing the subjects checked on the following list:

Store fronts

Outside Show Cases

Show Cases

Clothing Cabinets

Elevators

Store Seating

Lace Racks

Rug Racks

Curtain Racks

Backgrounds, Ornamental..
Backgrounds, Hardwood...

Cash Carriers

Cash Registers

Delivery Wagons

Delivery Trucks

Metal Furniture

Shelving

Wood Display Fixtures....

Write in names of subjects not listed.

Metal Display Fixtures.. «

Wax Figures

Papier Mache Forms . . . « .

Electric Signs

Store Lighting

Window Lighting

Show Case Lighting

Color Matching Lamps....
Papier Mache Decorations.

Artificial Flowers

Card Writer's Supplies

Valances

Soda Fountains

Store Ladders

Air Brushes

Wax Figure Repairs

Floors for Show Windows.

We expect to build ( ) Remodel ( )

Date

Name .
Address

Dimensions of Store.

Cut out and mai4 to Service Department, Merchants
Record Co., 5707 W. Lake St., Chicago.

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How to Make Show Cards

Practical instructions covering the fundamental
principles of the department store card writer's
work with suggestions from experienced show
card men as to the best methods and tools to use.

Conducted by G. Wallace Hess

This department is a regular feature of Merchants Record and Show Window. All of our readers are invited to submit as many
questions as they like. Inquiries received prior to the twentieth of each month wiH he ansmered in the following issue.

NO MATTER which party wins on November
second, friend cardwriter, as usual will get
the worst of it.

With the business depression now being felt in
retail lines, merchandise and advertising managers
will demand more signs to help move goods and this
means more work for one whom everyone seems to
think ought to be thankful to get a days work at four
p. m. to be ready at eight-thirty a. m. the next morning.
Everyone now is waiting until the last minute to
buy. This will reach into^ Christmas business.
Personally, I do not favor the idea of beginning the
use of Christmas cards until Thanksgiving, but they
should be around then in generous proportions.

We can rest assured that the paper and coal
pirates will be the last to come down. Everyone

is satisfied to see the other fellow come down and
don't want to come down himself.

At the present time it seems idle to advise any
person to buy cardboard sparingly, yet prudence
suggests it. The present price is a holdup, nothing
more.

Here are a few cards showing contrasts in let-
tering. Cards number one and two done in the same
style. Same height of letters — half-inch 1. c, five-
quarters for caps. Number one with three pen,
number two with number two pen.

Try this ratio out yourself. Card number one is
a "flowery" little letter very good for feminine
dainties or a high-class men's wear store. It would
be out of place on lawn-mowers, overalls or husking
ffloves. These are the old favorite centered cards.

Gneciarv

JilL J carts

f/35

'omens

ine

ooty

in a great
sale at

g75

Ijou'II find
cotton fabrics:
sellmg at far
lowar prices'
JiGro

(fudge bi/ tiie
Jlicdc price tickets

36-irLck

Tussah.
Silks

Values CO T-°

67^

»^ 11' wool

Slipover
Sweaters

Values to 6^^

Still lower
^oes rKe price
on men's shirts ^
these soldar
Bur dollars

OS5

When one has done much pen lettering, he knows to
a small fraction of an inch the space required by
different size pens.

If centering seems hard — and it is hard for a
novice, stick to a layout like number three, keeping
left margin aligned, but letting lines break in uneven
lengths. The second and third lines, if longer,
would improve appearance of this card.

Writers on lettering have often claimed it faulty
to place lettering in upper left portion of a card
like this. (These cards are all ten by fifteen.) I
hold (and many skilled cardwriters use such a lay-
out) that if one draws a rectangular panel about
six-and-one-half by eight-and-one-half inches on a
card of this size, top of panel two-and-one-quarter
inches from top of card, side of panel one-and-one-

& abcdeighi
jklmnopq rsiu vm xu z

This is a Good Ornamental Alphabet by G. W.allace Hess.

fourth inches from side of card, and keeps small
lettering within the confines of this imaginary panel
that it is a good layout.

Cards five and six again show contrasts in two
sizes of the same type. The words "slipover
sweaters" are made with a number two pen, seven-
eighths being the height of lower case letters. Pen
lettering to my notion looks better when compact,
and a space between words equal to the height of
the lower case "a." as used in lettering the card.

When it is advisable to get a longer line to help
out appearance as in "slipover," the novice must
remember that nearly every beginner, unless he's
read some good book by some one competent to
write a book, starts out with the plan "I'll leave
one-half inch between letters." Now what he
should say is "I'll allow each letter one-fourth inch
on each side of it." But if we stop to study the
letters "li" "i" and the first stroke of "p" we find
three perpendicular lines and each letter is given
its full allowance of space with the result one-half
inch is found between the down strokes. Going to
the right side of "p" and taking up the remaining
letters o — v — e and r in succession the student no-
tices what? That "p" and "o" are curving away
from an imaginary center, giving more light, hence
their allowance is each cut down about one-half
and we find about one-fourth inch between them.
Going to the combination of "o" and "v", we find a
still more aggravated condition for the "v" slopes
away and has so much space allowed by the natural
formation of the letter, that we do not even give
"o" its regular one-quarter allowance of space, but

do not give "v" any at all. This holds good be-
tween "v" and "e" also, but a little allowance is
made because last stroke of "v" is curving away
from "e" while the first stroke "digs" into "o." Be-
tween "e" and "r", we allow "r" its full quota of a
quarter and "e" on account of its curved outline
and the wide opening on the right side gets hardly
any allowance whatever. To the person who is in-
terested enough to go beyond the example in dis-
cussion, it is only necessary to say that where a
letter is made up of straight lines and curves like the
roman, the contour of the letter in conjunction with
that of the letter before and after it determines the
space allowance.

This applies to caps too. For example if you
were to letter the word "Lip" on same basis as
above, the letter "i" would be allowed its full quar-
ter but the space allowed "L" would depend largely
on whether the base line stroke was finished with a
slanting stroke at end as in an antique or classic
roman or whether this stroke was finished with a
perpendicular line as in common roman. In either
case on account of the vast space at right caused
by its own shape, the proportion of its space al-
lowance is cut around one-half.

To those who want to study lettering I want
to say that the finest collection of hand-drawn
lettering that ever came to my notice is in the Oc-
tober issue of "Vogue." If there's a copy in your
home or store preserve the pages referred to. More
good can be gotten out of a close study of the work
of men whom national advertisers elect to letter
their advertisements.

TOE FIOST

ynoYiiNG

OF NEW
MODELJ-

Gabe

Miiiinenj

for the
Motor jj*!

.SliiDiDer

Ctiarmlnp
and Quainr

Cards by G. E. Wheete, Tulsa, Okla., Winner of 2nd Prize in 1920 Contest of Estetbrook Pen Company.

SHOW WINDOW

ADVERTISING

Pulls Business Into the Store

Merchants recognize more than ever
the importance of Window Displays

Retail merchants are waking up to the fact that their
show windows are their best advertising mediums ; and
they are demanding specially trained men to take
charge of their window displays. They know that spe-
cial preparation and training mean efficiency, and effi-
ciency means greater results at less cost. They know
that the best work is done by those who understand the
theory and the reason for what they are doing, there-
fore they prefer the trained man.

To save time, to avoid errors, to eliminate waste, and
get results, is the slogan of modern business. The man
who attempts to learn by experience alone is adopting
antiquated methods at the cost of time and disappoint-
ing results. Through modern methods, retail mer-
chandising is rapidly leaving the experimental stage.
Putting trained men at the head of important positions
in the store is accomplishing this most desired result.

How to Put in Business Pulling Displays

The man who prepares himself, through practical instruction and training, to do
important work is the efficient man. He learns the best, easiest and quickest way to
get results. He learns to take short cuts which save time. He accomplishes greater
results because his work is based on knowledge instead of guesswork.

To write forceful, business-building, advertising, to display merchandise
attractively in the windows and the store, and to write show cards that create desire
to purchase, require something more than mere guesswork.

Attend the Koester School Now

The Koester School is the largest and best equipped school of its kind in the
world teaching Retail Advertising, Window Dressing and Show Card Writing.
The Koester School has been teaching these important branches of publicity success-
fully for fifteen years. The Koester system of displaying merchandise has been
universally adopted. Merchants prefer and often demand men trained in the Koester
way.

THE KOESTER SCHOOL

WITH WHICH IS CONSOLIDATED THE ECONOMIST TRAINING SCHOOL OF N. Y.

314 S. Franklin Street CHICAGO

Largest and oldest school of its kind. Located in the Window Dbplay Center of the world.

/ saw it in the November "Merchants Record" — Page S9

BMumiuamiuiiiiiiiniDiumimiimiffliiiuiiMuifflnniuDiuaiMiiiniTminivnniimuimiiiimmiiga^

International CAssociation

First Vice-President

Edw. K. Lummus, Holidge's
Boston, Mass.

Second Vice President

Kaki. M. Amdahl, The Palace,
Spokane, Wash.

Third Vice President

G. R. Macgregor, Hudson Bay
Co., Winnipeg, Canada.

Treasurer

L. A. Rogers, John D. Mabley,
Detroit, Mich.

display Men

President — Charles F. Wendel, The J. L. Hudson Co.,
Detroit, Michigan.
Secretary — T. GuY DuEY, Wurzburg's D. G. Co., Grand Rapids,
Michigan.

An Bjducational
and Business Organization

Executive Committee

Richard Myers, The Emporium,

St. Paul, Minn., Chairman.

Program Committee

B. F. Millward, Mannheimer
Bros., St. Paul, Minn., Chair-
man.

Publicity Committee

James W. Foley, Chairman,

5707 W. Lake St., Chicago, 111.

Speakers Bureau

C. J. Potter, 231 W. 39th St.,
New York, N. Y., Chairman.

Memhership Committee
Carl Goettman, Joseph Horn
Co., Pittsburgh, Pa., Chairman.

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Watch St. Paul, 1921— Let's Go
A LREADY, the display men of St. Paul, ably
*^ assisted by those of Minneapolis, are busy with
preparations for the big I. A. D. M. Convention next
July. Chairman Ben J. Millward of the Program
Committee, has appointed committees and sub-
committees and everyone is doing his part to make
this convention an unqualified success in every par-
ticular. The Minneapolis club entertained the St.

B. J. Millward, Chairman Program Committee.

Paul boys at a luncheon at which time plans were
discussed and duties assigned to the various mem-
bers. Later the St. Paul displaymen gave a lunch-
eon for the Minneapolis crowd and various details
were outlined and discussed with the greatest en-
thusiasm. H. E. Bartlett opened the meeting after
which he yielded the chair to Ben. Millward, who
presided over what proved to be a most business-
like and important meeting. Chas. Thieme made

an interesting address outlining the great work
that is to be done and his remarks were responded
to with an enthusiasm which promises well for the
prospects of the convention. It is very evident
that all of the display men of the two cities are
working in perfect harmony.

Mr. Millward announces an important move-
ment that has been set on foot and which will add
vastly to the importance and far-reaching effects of
the approaching convention. He appeared before a
joint meeting of the wholesalers and jobbers of the
two cities, also the Minnesota Retail Dry Goods
association and invited them to attend the conven-
tion of the I. A. D. M. as a body. Chairman Mill-
ward suggested that the jobbers plan to hold a
"Market Week" or "Buyers' Week" concurrently
with the displaymen's meeting, and this sugges-
tion met with such unanimous endorsement that
there is every prospect of the plan being carried
out in a big way.

It was suggested that the displaymen's program
be arranged with the view of providing special num-
bers of interest to the visiting merchants and it
is practically an assured fact that this idea will be
carried out. The attendance by merchants of the
annual meetings of the I. A. D. M. has been in-
creasing from year to year and there can be no
doubt that Mr. Millward's plan will add a healthy
and lasting impetus to this movement. Unques-
tionably it will be to the material benefit of the
display man to have the merchant attend his meet-
ings to learn the big work the window man is doing
and to see and appreciate the enthusiasm and seri-
ous thought that lies behind the displayman's work.
It has been estimated that 2,000 or more retail mer-
chants can be influenced to attend the meeting.

The Auditorium in which the meeting is to be
held is sufficiently large to accommodate the big
crowd that will be present and there is ample dis-
play space for the manufacturers' exhibits. The
advantage to manufacturers of having a big body
of merchants in attendance at the convention goes

IMPORTANT DISPLAY STANDS

To Complete Your January White Goods Sales

219 D/A 219 D/C 219 D

Extension Standards Permitting Any Heig'ht of Drape.

ITO. 489

Bound
Tubing'

Standard %x%.
In two heig-hts, 12
and 18 ins., ex-
tends to 24 and 36
ins. Frame, 11x14
ins.

NO. 219

Square or Bound

TuTjingr

Height 18, 24
and 30 Inches. Ex-
tension standard.

No. 489

Sg.nare
Tubing'

Standard %x%.
In two heights, 12
and IS ins., ex-
tends to 24 and 36
ins. Frame, 11x14
ins.

J. R. PALMENBERG'S SONS Inc.

63-65 West 36th Street New York

BOSTON
26 Kington St.

CHICAGO
204 W.Jackson Blvd.

BALTIMORE
108 W. Baltimore St.

I saw it in the November "Merchants Record" — Page 41

without saying. The convention committee as
made up by Chairman Millward are representative
of both cities, there being at least one Minneapolis
man on each committee. The committees are as
follows :

iiinniiiiiittniiinmniniimHe

Free Employment Service

iiiiiiiiiiiiiiiiimiiiiiimK;

Directors
B. J. Millward
Howard Bartlett
R. B. Meyers
Office, Clerical
Admission Ar-
rangements
Mr. Monroe
Mr. Bartlett
Mr. Wellner
Mr. Andersen

Publicity
Mr. Bartlett
Mr. Monroe
R. B. Meyers
Mr. Dean

Program
Mr. Bartlett
Mr. Anderson
Mr. Monroe
Mr. Hinks

Printing
R. B. Meyers
Mr. iMonroe
Mr. Ciernia
Mr. VaPava

Registration
Mr. Anderson
Mr. Flynn
Mr. Hammer
Mr. Thomas
Mr. Tyornhorn

Signs
Mr. Ullum
Mr. Trueler
Mr. Kochler
Mr. Derus
State Arrange-
ments
R. B. Meyers
Mr. Kochler
Mr. Boehme
Mr. Thieme

Transportation
Mr. Ciernia
Mr. Umbriet
Mr. Clements
Mr. Hinks

Booths
Howard Bartlett
J. Jansen
E. Ciernia
Mr. Fritch

Banquet
R. B. Meyers
C. Ciernia
Mr. Anderson
Mr. Curtis

Decorations
Mr. Kochler
Mr. Kneeland
Mr. Metcalf
Mr. Bachner

Entertainment
R. B. Meyers
Mr. Kneeland
Mr. Ciernia
Mr. Goodsill

Hotels
Mr. Wellner
Mr. Cavanaugh
Mr. Metcalf
Mr. Albrechtson

Terre Haute, Ind. Local

THE window display men of Terre Haute, Ind.,
have recently organized a local which is to be
afifiliated with the I. A. D. M. There are a num-
ber of very live display men in this city and it is
the intention to hold regular meetings and to bring
speakers and demonstrators from other cities during
the coming winter.

iitiitiiiiiiiiiiiiiitiiiiiiiiiiiiiiiiiMriiriiriiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiriiiiiiiiiiiinniiintiiiiiMMiiiiritiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

Statement of the ownership, management, circulation, etc., required
by the Act of Congress of August 24, 1912, of Merchants Record and
Show Window, published monthly at Chicago, Illinois, for October 1,
1920. State of Illinois, County of Cook, ss. Before me, a notary
public in and for the state and county aforesaid, personally appeared
Edward H. Fox, who, having been duly sworn according to law, de-
poses and says that he is the Business Manager of the Merchants
Record and Show Window, and that the following is, to the best of
his knowledge and belief, a true statement of the ownership, manage-
ment, etc., of the aforesaid publication for the date shown in the above
caption, required by the Act of August 24, 1912, embodied in section
443, Postal Laws and Regulations, printed on the reverse side of this
form, to-wit : 1. That the names and addresses of the publisher, editor,
managing editor, and business manager are : Publisher, The Merchants
Record Company, Chicago, 111.; editor, James W. Foley, Chicago, 111.;
managing editor, J. F. Nickerson, Chicago, 111. ; business manager.
Edward H. Fox, Chicago, 111. 2. That the owners are: Merchants
Record Company, Chicago, 111. ; Jos. F. Nickerson, Chicago, 111.;
H. R. Curtis, Cak Park, 111.; George H. Lambertson, Chicago, 111.;
Charles A. Ward, Chicago, 111.; H. C. Maley, Chicago, 111. 3. That
the known bondholders, mortgagees, and other security holders owning
or holding 1 per cent or more of total amount of bonds, mortgages or
other securities are: (If there are none, so state.) There are no bond
holders, mortgagees, or security holders. 4. That the two paragraphs
next above, giving the names of the owners, stockholders and security
holders, if any, contain not only the list of stockholders and security
holders as they appear upon the books of the company but also in
oases where the stockholder or security holder appears upon the books
of the company as trustee or in any other fiduciary relation, the
name of the person or corporation for whom such trustee is acting is
given ; also that the said two paragraphs contain statements embracing
affiant's full knowledge and belief as to the circumstances and condi-
tions under which stockholders and security holders who do not appear
upon the books of the company as trustees, hold stock and securities in
a capacity other than that of a bona fide owner; and this affiant has no
reason to believe that any other person, association, or corporation
has any interest direct or indirect in the said stock, bonds, or other
securities than as so stated by him. (Signed) Edw. H. Fox.

Sworn to and subscribed before me this 20th day of Sep-
tember, 1920. Samuel E. Childs. (My commission expires
Nov. 4. 1920.)
[Seal]

iiiiiiiiiiiiiiiiiiriiiiiiiiiiiiiiitiiiiiiiiiiiMiiiiiiiiiiitiiiiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiriiriiiiiiiriniiMiiiiiiiiii

THE following Hsts are published with a view
of offering a new Employment Service to mer-
chants and display men, who are requested to
avail themselves of the benefits of this service which
is to be maintained by Merchants Record and Show
Window in collaboration with the International Asso-
ciation of Display Men.

Display Men Desiring Change of Position

Open for position, thoroughly experienced display

man and card writer, with three years' experience as assistant
and four years as manager in the largest department and
men's wear stores in Michigan, including Detroit. Can refer
to all previous employers regarding character, abihty and
business integrity. Stores of the very best class only consid-
ered. Prefer men's wear in vicinity of Grand Rapids or De-
troit. Member of I. A. D. M., 24 years of age, and now em-
ployed. Address D-301, care of Merchants Record and
Show Window.

Display man desires to make a change. Experienced

in the following lines : Drug, Men's Clothing, and Ladies'
Ready to Wear. The best of references can be supplied. Ad-
dress D-302, care of Merchants Record and Show Window.

Open for position at once. Display Manager and

Card Writer with 18 years' experience in Department Store
work would like to locate in Central Pennsylvania. Can fur-
nish the best of references. Salary $60.00. Address D-303,
care of Merchants Record and Show Window.

Married man, 26 years of age, of wide department

store experience, proved ability, and best of references, de-
sires change of position. At present in charge of 125-ft. ar-
cade front. Store doing one million annually. Originality,
executive ability, knowledge of merchandise and willingness
to work hard, are qualifications which references and samples
of work will verify. Address D-30S, care of Merchants
Record and Show Window.

^^Competent display man desires to connect with a

high-class Women's Wear or Department Store catering to
the better class of trade, as Display Manager. Address D-304,
care of Merchants Record and Show Window.
Positions Open

Women's specialty store is in need of a good live wire

to handle advertising, card writing and window trimming.
Modern arcade front, and the right man will be given every
opportunity to work out his own ideas. Will pay up to $50
per week. Address E-400, care of Merchants Record and
Show Window.

Wanted at once — Window trimmer and card writer.

Prefer a young man just graduated from one of the schools,
but one who has a fair knowledge of his work. Fixtures and
equipment newest and most up-to-date. Address E-401, care
of Merchants Record and Show \\'indow.

Indiana concern is in need of a real good Window

Trimmer. Permanent position, and a good salarj"^ to man
capable of taking care of the windows. Address E-402, care
of A'Terchants Record and Show Window.

We are in need of young men who are seeking posi-
tions as window trimmers and card writers. We arc operat-
ing a chain of fifteen stores and opening new ones constantly.
Whenever we start a young man to work in this department
we put him through a course of training in our own school
of advertising, card writing and window trimming, giving him
practical experience in the work that we want done. If in-
terested, address E-403, care of Merchants Record and Show
Window.

^ll/^INDOW DECORATIONS are
bought to accomplish a definite
purpose— to create an impression. Good
decorations create a good impression —
cheap decorations create a cheap
impression.

If you sell good merchandise, it is poor
business to use any but the best decora-
tions— the kind that will create the best
possible impression.

Our decorations will add tone and
desirability to the costliest merchann
dise. They have an illusive distinc-
tion that makes them different from
the kind of decorations generally
seen in show windows.

Their orginality and beauty of design,
their subtlety of coloring and pleasing
grace of line have never been success-
fully imitated. May we have our
salesman show you the difference
between our decoratons and others.

The Natural Plant Preservers Co.

233 Fifth Avenue -:- -:- New York

Northwest Corner of Fifth Avenue and 27th Street

/ saw it in the November "Merchants Record" — Page 43

Put Real Selling Efficiency
In Your Show Windows

^ It is not the cost of decorations that
count in the selling force of your windows —
it is the kind of decorations you use that
makes the difference.

^ We are specialists in window settings that actually
sell merchandise.

^We have been designing and building this kind of
decorations for years and they cost you no more than
you have been paying for ordinary displays.

flWrite us about your next decorations. We believe we can
save you money and make your windows sell more.

Write us today for our catalog

THE BODINE-SPANJER COMPANY

Designers and Manufacturers of Decorative Backgrounds for

Show Windows

Phone Diversey 2585

1160 CHATHAM COURT . CHICAGO

Movements of Display Men

O. SWADNER, late of the Traxler Dry Goods Co.,
J Dayton, Ohio, has succeeded Walter Hall as display

manager of the Mathes-Sohngen Co., Hamilton, Ohio.

WC. GRAMS of the Denver Dry Goods Co. was in Chi-
• cago to inspect the State street fall windows and in-
cidentally to visit the various flower and fixture houses.

MAX SAFIR, formerly with the John Shillito Co., Cin-
cinnati, Ohio, as display manager, has resigned to accept
a similar position with the Smith-Kasson Co., of the same city.

CB. McGI'LL has succeeded Max Safir as display man-
• ager for the John Shillito Co. of Cincinnati, Ohio.
Mr. McGill will continue to give this store the same high-class
displays for which it has been well known in the past.

WA. MONTGOMERY, display manager for W. T. Duker
• Co., Quincy, 111., has left that position to accept a simi-
lar one with Pfeiffer Brothers, Little Rock, Ark. Mr. Mont-
gomery is a member of the Gem City local of the I. A. D M.

Be. BALZER, for many years in charge of the windows
• of Burk & Co. of Nashville, Tenn., has taken charge
of the windows of Bachrach Bros., Decatur, 111. Mr. Balzer
formerly worked in Peoria, 111., about eleven years ago, and
is glad to be Tjack in that localitj'.

IlllllUlllllllllltlllllll

iiiiiiiiirimtiitMiiitimmniiinnnnnnTtmnin

HE. BARTLETT of the Golden Rule, St. Paul, Minn.,
• was in Chicago selecting some holidaj^ decorations and
boosting for the I. A. D. M. convention next July. Mr.
Bartlett says that elaborate preparations are being made by
the display men of the Twin Cities with the view of making
this the best meeting ever held by the association. Watch
St. Paul, 1921— Let's go !

J A. HYBARGER of Mobile, Ala., writes that he is
• handling a free lance window service in that city and
now has charge of display's for five stores — L. H. Mayer &
Sons, Metzger Bros., Burnstein's, Troy and Askin & Marine
Co. He says that he could easilj^ get as many more stores,
but would be unable to handle the additional work satisfac-
torily. Mr. Hybargcr says that he likes free lance work and
that it is altogether satisfactory so far as the financial end
is concerned, but there is certainly a lot of work connected
with it.

HOMER H. SEAY, formerly display manager for the
Walker Drj' Goods Co., Charleston, W. Va., has resigned
from tiiat position to open a studio in Charleston. He will
handle display work, advertising and show card; for various
firms and starts out with a sufficient number of accounts to
make the venture a highly profitable one. Mr. Seay is well
known to readers of Merchants Record and Show Window,
as his interesting contributions have appeared frequently in
this journal.

THESE 2 BOOKS ARE
NOW READY TO SHIP

The entire stock of the above books was destroyed by
fire early in the year and it is possible now to announce
newly printed editions of two books, namely "Show
Window Backgrounds'* and '^Successful Retail Ad-
vertising. " The book entitled "The Koester School
Book of Draping*' will be ready for distribution shortly.

Show Window
Backgrounds

By GEORGE J. COWAN

President of the Koester School of Window Trimming,

and Editor of "Window Trimming Monthly"

of the Reporter.

This book is 7x10 inches in size, strongly bound in de luxe
silk cover with handsome art design. Over 250 pages
ind about 200 ilhtstrations.

Price $2.50

Successful

Retail Advertising

Price $3.00

Books are sent postage prepaid. Remittance must accompany all orders.

FOR SALE BY

THE MERCHANTS RECORD CO. 5707 West Lake St., CHICAGO

1 saw it in the November "Merchants Record" — Page 4$

A Window That Drew Big Crowds, by Milton Hartman for Brager's, Baltimore.

A Notable Display

THE pictures of the windows of the Brager store
in Baltimore are two of a series that illustrated
a notable "stunt" in show window advertising. These
are part of an elaborate and strikingly effective display
scheme devised and carried out by Milton Hartman,
display manager for Brager's in connection with a
demonstration and sale of Neponset floor coverings.

The window shows a big display of this floor cov-
ering and in the middle was an attraction which served
most effectually to stop every passer-by. This was a
sort of waterfall made by arranging successive laps
of Neponset one over the other in the manner of
shingles. Over this ran a continual stream of water
which fell into a large glass aquarium that was placed
upon the floor in the foreground. Fish of various
sorts were swimming about in this tank.

The display itself was intended to show the many
patterns carried in stock by this store. The wide pat-

terns were placed in an orderly arrangement along the
background and ends of the window. Narrower
pieces were shown in front. This was one of several
windows dressed in the same general way and the
effect was sufficiently striking to command the notice
of every one who passed the store. A feature of these
displays was the life size cut-out figures made of Ne-
ponset. These were cleverly designed by Mr. Hart-
man and used in the windows, the store and even out
on the sidewalk during the time the demonstration
was going on. They caught the eye wherever one
turned.

On the sidewalk outside the store, this brand of
floor covering was laid to show its wearing qualities.
This was on all fronts of the store and at intervals
were painted big signs — "This Is Neponset — Watch It
Wear- — Special Demonstration at Brager's." The cut-
out men called special attention to the covering which
remained on the sidewalk for thirty days.

Note the Cut Outs Made From Linoleum— They Were Used Everywhere.

"I Never Knew What a Good Brush Was
UntillUseda&fii^'-

writes EARL D. FAULKNER, of the Goodman & Neill Men's Clothing Co., Greeley, Colo.
If you have never used "PERFECT STROKE" Brushes and Supplies you don't know the
REAL JOY of card writing. Evenly balanced, scientifically made, they never shed a hair
and eliminate entirely the re-touching process.

Orders Are Coming in Fast for Xmas
Cards for Window and Interior Displays

— Which only emphasizes what we have said before: QUANTITY
ORDERS SHOULD BE PLACED NOW. Make sure of getting the
right design and ample quantity for yoiir store. Our new designs are
handsome cind blend with any decorative trim.

Write Today for "PERFECT STROKE" Catalog and special illustrated circular of lithographed

Xmas Card.

Bert L. Daily

126-130 E. THIRD STREET

ENTIRE FOURTH FLOOR

DAYTON, OHIO

^©OOAf^J

If You Want a Big Noise,

We Have It!

For Campaign Celebrations,
Armistice Day, Etc., Etc.

9-Inch Salutes. Fired from mortars 500 to 1,000 feet in air.

Packed 1 doz. to box, with mortar. Per doz $12.00

Two or more dozens packed in box, with mortar. Per
doz $10.00

Ground String Batteries, 8 feet, with ten loud and one extra
loud report shell on each string. Doz. strings $9.00

If you want a real noise, here it is.

10-Minute, 24-Inch Torches for parades.
Ready for shipment, at, per gross . . $30.00

Immediate shipment can be made on above goods.

Committees remember us for any special line of
fireworks for displays and celebrations. We have
the best and most complete line ever offered the
public. Write us at once.

Gasthoff s Fireworks Display Co.

1111/2 N. HAZEL ST. DANVILLE, ILLINOIS

/ saw it in the November "Merchants Record" — Page 4y

CA <Bi^ Store's CAdvertisin^

Some of the methods used in the advertising department
of Marshall Field & Company — Copy for women written
hy women — Men supply men's copy — Precautions against
mistakes — Monday morning meetings brin^ ^ood results

MARSHALL FIELD & COMPANY is an ex-
ceptional establishment among retail adver-
tisers. In its system of publicity, as well
as in its merchandising methods, this great store
operates along definite lines that have been devel-
oped within its own capable organization. And
there can be no doubt that the advertising of Mar-
shall Field & Company has been a tremendous in-
fluence in the wonderful growth of the store dur-
ing the past decade. For this reason every retailer
will be deeply interested in the operations of the
publicity department of this store as explained by
G . R. Schaefer the advertising manager. Mr.
Schaefer spoke recently before the Engineering Ad-
vertisers' Association on "The Organization and
Management of an Advertising Department" and
during his talk explained many of the methods that
are used by Marshall Field & Company. As to the
retail advertising Mr. Schaefer said:

Our market is Chicago and suburbs. We aim at
the retail purchaser, and do not advertise for retail
business outside of the Chicago district. Our
charge accounts are used as a mailing list, which is
composed of 125,000 names. The only people out-
side of Chicago whose business is solicited by mail
are those who have opened accounts or who have
asked to be sent our literature. Our principal pro-
motion methods are the newspaper and direct ad-
vertising.

There is an office manager for the advertising
department at the retail store. For advertising the
main sections, including the drygoods and women's
garment lines, we have a young woman in charge.
We believe a woman can get a better appeal to
women buyers than a man could. She has two as-
sistants.

One man handles the advertising for the house
furnishings division, including furniture, rugs and
decorations.

Another man is exclusively in charge of adver-
tising the store for men. This is entirely separate
from the rest of the store, and the office of this
member of the advertising organization is in the

men's store. He prepares the copy there, and gets
the point of view of the merchandise man in charge
of the men's store. Advertising orders, of course,
as for all other departments, are placed in the main
office through our regular purchasing agent for the
advertising division.

We have two men who look after advertising
for the basement store. It is handled as a separate
store. The business of the basement store is built
on manufacturers' mistakes, and the merchandise is
composed of job lots and other special assortments.
There is nothing high-brow about this kind of ad-
vertising. It is a bargain proposition.

In a separate office a young woman and her as-
sistant edit our retail magazine. Fashions. We put
the finest art we can get into this magazine, and
illustrate the finest merchandise we have. Style is
played up big in Fashions.

"The Juvenile World"

Another young woman looks after The Juvenile
World, and handles all the advertising for the juve-
nile sections. We publish a page of juvenile news
under the name of The Juvenile World in the after-
noon newspapers twice a week. It is aimed at the
children, and is written and illustrated so as to
appeal to them. We are now publishing a monthly
magazine of sixteen pages under this name, and are
sending it to 50,000 children. We publish a coupon
in the newspaper advertisements, offering to send
The Juvenile World to those who send in their
names and addresses. We obtained the names of
47,500 in three weeks, and had to discontinue the
offer. We feel that this is a valuable feature. I'.
has built up the juvenile business in a remarkable
way.

Editorial Writers

We have two editorial writers for the retail
store. We feel that it is well worth while to main-
tain one or two men who can comprehend the com-
pany in its institutional aspects, and can express
this idea in our retail newspaper advertising and in
our booklets. Notable results of this knid of adver-

Our latest circular illustrates some good ideas that
will interest you.

Create the Xmas Spirit
in your show windows
and throughout the store
with —

Mac-Morris Decorations

No other decorative^teature is more effective
than a beautiful art plaque properly placed.

Each of the plaques shown here is a genuine
work of art executed by a master of color and
technique. Every one is exquisitely -complete
in every detail of design and workmanship.

The plaques shown here can be supplied in
24, 30 and 36-inch sizes.

H-61 Poinsettia Design $12.50

H-62 Old Santa 12.50

H-63 Pine Branch 12.50

H-64 Snow Scene 12.50

Price per dozen .$125.00

We can supply plaques in any special design
or color scheme to your order. Write us to-
day.

The Mac-Morris Art Co.

33 North Hazel St. Youngstown, Ohio

Watch St. Paul, 1921, Let's Go!

The Perfection Projector

will double the beauty of your decorations

By the use of this efficient pro-
jector you can illuminate your deco-
rations (or any part of them) in any
color or tint you may desire, and with
any degree of brilliancy.

The Perfection Projector is used by Lord &
Taylor, Marshall Field & Co., and many more
of the leading stores.

Endorsed by fire underwriters.

Send for a sample lamp today

At Left — Projector shown with lens removed as used for general diffused illuminatiou.

At Right — Projector shown with lens in plare to concentrate or focus illumination
Projector with adjustable base and standard, special lamp,
five colored shades, complete directions for securing any color.
Complete, each

$32.50
THE BOTANICAL DECORATING CO., 208 W. Adams St., Chicago

/ saw it in the November "Merch<mts Record" — Page 49

tising have been obtained. They interpret the in-
stitution as a whole in strong, clean-cut English,
and the effect is excellent.

The art department is in charge of a woman of
fine training and ability. This department prepares
all our layouts, and buys all of our illustrations. Its
director knows the leading artists personally, and in
this way is ^able to get many beautiful things which
increase the distinction and character of our adver-
tising. We try to throw around the advertising
the atmosphere which characterizes the merchan-
dise and the service of the store, and work with out-
side artists and printers to obtain the desired result.

We have one man who works exclusively on our
direct mail matter.

A young woman is in charge of publicity. She
is constantly planning stunts which will attract fa-
vorable public attention. She cultivates the news-
paper and magazine people, and by developing store
features with news value, she is able to obtain con-
siderable valuable publicity.

Avoiding Errors

One young woman reads proofs on all ads. She
checks them for errors of English and typography.
As the result of an old rule, anybody in the Field
organization who can find an error of this sort in
the advertising is given a reward of $1, so that there
are numerous eagle eyes which scan the advertising
for mistakes. This is not an ideal situation, per-
haps, but it does make for close attention to the ad-
vertisements before they are published.

It is necessary in the retail section to work at
high speed. Retail advertising is planned close to
the date of sale. The situation changes rapidly,
and it is necessary to get the merchandise news and
get it out quick.

As in the wholesale department we have a room
at the retail store where we maintain our lists and

do the mailing. W^e handle all of the addressing
and mailing ourselves.

The auditing department audits all invoices
against orders, and keeps statistics on expenditures,
lineage, etc. Charts are made up here showing the
various facts relative to the operations of the ad-
vertising department. The graphic form is helpful,
especially, in indicating to the chief the facts about
the work of the department.

A stock-room at the retail store receives and files
all drawings, engravings, electrotypes, etc.

The two men in charge, respectively, of the retail
and wholesale advertising devote their time to
supervision, keeping track of the various bureaus
and co-ordinating their work. They meet the mer-
chandise managers and executives, and see that the
plans of the house are carried out.

Monday Morning Meetings

There is a regular weekly meeting at 8:30
o'clock Monday morning of the retail bureaus, last-
ing from half an hour to an hour. Matters of
policy are discussed there, and I endeavor to en-
thuse all of the members of the advertising depart-
ment, and sell them on the importance of their
work. Mistakes are analyzed, and the more impor-
tant things the department is trying to do are ex-
plained. We discuss the things that some indi-
vidual is doing that apparently don't concern the
rest, in order to develop co-operation and emphasize
the value of team-work.

Our policy is to take young people and train
them, instead of going outside. It is hard to get ex-
perienced workers from other establishments and fit
them into our organization. We take those who
are just out of college, and have them learn the mer-
chandise. Then we coach them and break them
into the advertising work. We think of our adver-
tising as printed salesmanship, and that is why a

This Display by Carl M. Amdahl, Spokane, Wash., Won 2nd Prize in I. A. D. M. Class 2, Limit.

XMAS IS THE TIME TO PUT IN

YOUR BEST DISPLAYS

No. 152 — Merry Christmas Wreath.

decorated with Santa head and an
Size, 20x36 inches. Price, each . .

Papier-mache
abundance of

Our Artificial Poin-
settias, Holly Sprays
and Wreaths, Xmas
Cut-outs and Settings
are needed to put in the
necessary

Xmas Spirit in Your
Store.

This is the season
when not only the win-
dows but the store in-
terior, booths, etc., call
for bright, attractive
decorations.

We Have Just What
You Want.

Everything in our
Xmas line is absolutely
new, never having been
shown before. Every-
• thing has been design-
ed to give the most ef-
fective decoration at a
really low price.

Order from this adver-
wreatii tisemefit or write for
foiiaee. Xmas Catalogue.

i A

No. 133 — Decorated Basket.

Poinsettias and foliage,
sach

Very beautiful. Filled with
Height, 2i inches. Price,
$3.00

SERVICE ARTIFICIAL FLOWER CO.

1307-09 Clyboum Ave. Chicago

$100,000.00 WASTED

Last year by display men on ruined shirts
and laundry costs. How much did it cost
you?

$12
per
doz.

$135
per
grs.

The selling appeal of many a well displayed
suit is lost when shown over a faded, soiled
or cheap appearing shirt; use the best ma-
terials in small pieces, at a cost of a few
cents.

Neckband Adjustable to All Size Collars
and Forms

Hatch Metal Neckband Co.

Detroit, Mich. 275 Jefferson Ave., East

Single band sent as sample if desired.

Beautiful

Xmas

Show Cards

Ready to

Letter

Ten beautiful designs in all sizes.
Descriptive folder is yours if you
write on letter head.

THE LACKNER CO.

21 West Pearl St. Cincinnati, O.

/ saw it in the November "Merchants Record" — Page $l

A High Class Display by H. H. Tarrasch, for Stix, Baer & Fuller, St. Louis.

foundation of actual selling is so valuable to those
who are later to handle advertising details.

Our idea is that the advertising should make the
same representation of the merchandise that an
ideal salesman would make if he were face to face
with the customer. If it doesn't sell the reader as
a perfect salesman would, the advertising doesn't
measure up to the ideal.

The advertising novitiate should first under-
stand the merchandise — how it is made and dis-
tributed. There is always a romance in manufac-
turing, and back of every product is a wonderful
story. It is getting out that story and telling it
that gives the advertising man his opportunity.

We like college men and women because they
most often have vision and imagination. We tell

them what we want to do, and have them express
these ideas in their own individual way. We give
them the knowledge of the merchandise, and train
them in the mechanics of advertising, sending them
to printing and engraving plants and art studios so
that they can understand how things are done. It
is hard work, and a long educational process, but
occasionally it produces an ideal person.

This system means that we start our people
young and advance them in the business as they de-
velop. We don't go outside the business in any de-
partment if there is anyone there who can fill the
bill. The president of our company used to be a
stock clerk, the vice-president an office boy. All
have grown up in the business. I can personally
testify to the success of that policy.

^r~<

Na 44861 — Holly Wreath,
natural prepared, everlasting,
16 inches diameter with red
bow, each, $1.50; per doz,
$12.00.

If this wreath lasts only
twenty years, cost will be 5c
yer year and not $1.00 each
year, for inferior goods.

No. 44767 — 10-Palra Plant,

natural prepared, everlasting.

With-

Inches Palm With out

High Leaves Pot Pot

44767/4 24 4 $1.10 $0.60

44767/5 30 5 1.25 0.75

H767/7 42 7 2.50 2.00

44767/10 48 10 3.00 2.50

Be ahead of your slow competitor and brigMen your
window and interior with everlasting flowers and
plants.

Our illustrated catalogue in colors, No. 44, will
you in selecting. Same is free for the askir

Pig-. 1

PJS"

U.^-yi'

-■^^M^^.

|T>^^

"f^.

Frank Netsch<

61 Barclay St.,

DEI

The name that standsi
Supplies, look for it u

A'V

,.^53AQUE flat/

"■"'' 'OR USE WITH)

BL ACl

SB Ik JfJxJ^

CHICAGO '

'im^'.'b.i^^t

Actual size of 2-
Color Cards and othej
the asking.

Sold by leading (

DEVOE & RAl

New York
Buffalo

Chicago
Denver

i--J-

n^^

for the Ad-Man ^

some of the best ad-writers —

3s they may he made to apply to

■>lc them over to suit yourself.

n^ss>o=3Q

itely
ases is
lingly

Novel Vanity That Will Fit Into Purse. — Mast Vanities
are too fat for your purse, but this one is circular and almost
flat in shape. Covered with silk, and emibroidered in quaint
designs, it holds a powder puf? and has a mirrored top. $1.25.
Lovely Flouncings Are Marvelously Beaded.— Som&thxn^
very new for afternoon or dinner frock is the flouncing of
Georgette, very attractively (beaded. Bugle, iridescent
'beads combine with metal thread embroidery to make
^^esigns. The yard, i$12.50 to $18.

fine Silks at $1.95 and $2.95 Fard.— Silks direct

^acture known for the excellence of his product.

)f mill productions, remaining pieces in regular

weaves and colorings are offered in

^markably low prices. There are silks for

for linings, silks for draperies.

Some are all-silk weaves. Others

silk or with Egyptian yarns.

Such silks — so exquisite

—are seldom to be had so

Varied Styles, $5 to $10.—
Waking an especial appeal
Ityle without conspicuous-
lvalues, and only require
1 or ornament. Assort-
shape sketched is repre-

\rd, $2.75 — This material,
\\.y, and so unusual is the
|ie to satisfy your dress
navy as well as white
season.

th primitive blues, delicate

fn their small, well-covered

rapery Fabrics Section in

for tea-table covers, for

3r breakfast-table covers.

)f an Oriental Rug is a
i'ou pay twice as much for
lomestic rug, but get four
ill cost only half as much
you what you may expect
land show you the marvel-
li you may thriftilj' adorn

irds of Terry Cloth, Priced

|igs about this selling — the

advantages of purchasing

,'e floral and figured de-

iThe cloth is printed on

KicHLER Valances

Have a distinction and individuality of
their own. They are designed to satisfy
the demands of particular merchants and
display men.

If you are looking for exclusiveness, novelty
and beauty combined with moderate price, you
will find it in any Kichler Valance you may se-
lect.

If you know the kind of design you want, send
us a sketch and we will reproduce your ideas
accurately.

If you are uncertain as to a suitable design,
we will be pleased to submit colored drawings
based upon any suggestions you may make.

You will be particularly pleased with our
treatment of monograms and trade-marks.

Send for our catalog

The L. A. Kichler Co.

717 Lakeside Ave. N.W. Cleveland, 0.

Improve Your Windows

Bigger Sales — Better Prices
More Profit

come naturally with

BETTER WINDOW DISPLAYS

Send for our Fixture Catalog. Ifs free to Merchants

Artistic Wood Turning Works

Formerly Polay Fixture Service

515 N. Halsted St., Chicago.

Use Feldman's

Humanized Wax Figures
In Your Fall Displays

Feldman's Wax Figures will give class and
distinction to any merchandise that you
show with them. They have a charm and
grace that catches the attention and turns
the passerby into a customer.

You will find that any garment looks better
on a Feldman Figure.

Send for Our Catalog

We also manufacture valances, artificial
flowers and original novelties.

Feldman Fixture Co.

22-26 W. 30th St. New York

/ saw it in the November "Merchants Record" — Page $5

both sides. Especially desirable for the curtaining of the sun
parlor, living room, dining room, for door hangings, and
many other uses. This Terry cloth is 36 inches in width,
priced very special at 95c yard.

Five More Days of Special Prices in Sale of Plate Dozens. —
French, English and Italian examples of fine china are marked
in this sale at prices that induce generous selections. Regard-
less of brisk selling since the first day, the stock still contains
some exceedingly fine dozens in Service Plates, Dinner Plates,
Soup Plates, Cream Soups, and Cups and Saucers of various
types. Decorations are rich and varied. There are some
highly attractive gold-decorated designs, and several game
plate patterns that have met with favorable comment. It is
suggested tkat full advantage be taken of the few days left ;
the savings to be gained would warrant it.

A Good Hair Mattress, Special at $33.75. — This is a value
that will prove on inspection to be decidedly unusual. It is a
curled hair mattress of forty pounds weight, full size, of a
quality that would sell regularly at a very much higher price.
There are smaller sizes of the same quality, priced in propor-
tion.

400 Small Oriental Rugs "Special." — These are Rugs of
our own importation, specially priced for quick selling. The
various sizes are similar in character, coloring, and design, so
that one could furnish a living-room or bedroom with several
and be sure of harmony. Many of these Rugs are suitable
for table coverings or for piano bench covers.

Do You Collect Odd Teapots? — A table in the China Sec-
tion will show you why many people do. It contains some
of the oddest, most interesting Teapots one could find. One
is decorated with little regular ridges like a pineapple skin;
some are in queer shapes of Chinese bronze; others are in
bright, cheerful old English designs. And these are only a
part of the variety to be found in this section.

Sale of Sport Skirts, $17.50 — Silvertones, Velours and
Vigeraux Twill. — They are made of those plaided and striped
wool materials that retain their pleats and hang and wear well.
In warm shades and color combinations of blue, brown, tan,
green, gray and black and white.

Guaranteed Satin Petticoats, $7.98. — A splendid selection
from which to make a choice, for these Petticoats are ex-
traordinary value and are assorted in colors, many of the
darker, more conservative colors included. They are made
with full flounce or footed by a frill.

Costume Blouses Increase the Usefulness of the Fall
Suits. — Seems a sif you can wear them almost anywhere
with a becoming blouse of georgette or satin. Both over-
blouses and tuck-ins are being worn this season, and both
long and three-quarter sleeves. There are all the new browns,
and beaver, and navy, and henna shades. $15.75 to $28.75.

Silk Blouses Much Reduced— Were $7.50 to $19.95, at
$4.98 to $12.50. — Practically every favored type of Blouse in
all the fashionable silk materials is included in this sale —
Georgette crepe, crepe de chine, satin, taffeta silks, pongees,
etc. The Blouses are made in all the styles most favored also
— low and high necks, tuck-in, slip-over and tie-on models.
At their lowered prices they represent extraordinary values
that it will be difficult to equal anywwhere.

Oxfords Are in Season. — In full-grained Norwegian
calfskin in the present popular Brogue cut, which with wool
hose makes such appropriate and practical foot wear for
street and sports wear. In brown, with medium weight welt
sole and low military heels. Price $12 to $16.

The Quest for Quality. — The quest for quality is the
dominant effort of this store. The results are notably evi-
denced in every collection of new merchandise now on hand
for fall and winter wear or use. Here quality manifests itself
in the exhibition of authentic style; it reveals itself in the
minute detail of construction of the goods. Intrinsic worth
and character are assured in every purchase. Quality is as

essential to the life of this Store as is the heart-beat to the
human body.

Women's All-Silk Umbrellas $6.98 for Values to $10.60.—
Quality and smartness considered, this is one of the Wst
Umbrella offers in months. Covered with a fine all-silk, tape
edge taffeta, made over a substantial eight-rib paragon frame
with steel rod and cases to match. There is good assort-
ment of handles in carved woods and ebenoids, many with
bakelite trimmings, silk cord, wrist loops or swing rings.
Colors include the popular navy blue, purple, brown, green
and garnet. As the quantity is limited, none will be reserved
for mail or telephone orders. None will be sent C. O. D.
New Suits with Fur and Embroidery. — Just arrived — a
limited number of very beautiful and exclusive models —
some with fur collars, others with hand embroidery — also a
few custom made, strictly tailored suits. Tailoring, lines
and finish the work of master craftsmen — materials and
colorings most approved for fall.

The Fashion Chart Predicts an Early Fall. — It's fall
already in the Suit Shop — an Autumn of soft leaf browns,
tinged with red ; of deep greens and sober grays and taupes.
The suits are made of heavy silky stuffs, trimmed reck-
lessly w"ith wide collar and cuffs of fur. They show a care-
ful ornamentation of embroiderj'-, braid and beading, that
is more elaborate than anything seen for seasons back.

Silk Dresses at $50.00. — At this price we shall exhibit
for your approval a choice line of beautiful dresses for
street and afternoon wear in fine satins, georgettes and
georgette combinations. Many of them handsomely beaded
and embroidered, others trimmed in lace and fancy braided —
very beautiful dresses indeed ffcir early fall wear.

New Taffeta Negligees $14.95. — The quality of the taf-
feta, the daintiness and smart design of these new negligees
are surprising at this small price. In coat style, with cording
at hem, top of flounce, neckline and sleeves — fastened with
buttons, tied gracefully with cording at waist.

The Final Clearance of Women's Pumps and Oxfords,
$3.95 and $5. — An accumulation of short lines and discon-
tinued styles enables us to offer excellent values in Pumps
and Oxfords at these low prices. There are several st\-les in
glazed kid, patent leather, also white canvas oxfords. Not
every size in every style included in this sale, but a very
good assortment.

Women's Footwear Drastically Reduced. — Over 500
pairs of women's boots, pumps and oxfords, broken lines,
but all sizes in collection, a variety of desirable st^-les in
patent leather, black and "brown kid and calf, snowbuck, etc.
— excellent values at the former prices, $7.95 to $9.95 ; tomor-
row, $2.95. Patent oxfords with turned soles and covered
French heels, or welt soles and leather French heels, reduced
from $7.95 to $3.95. Patent leather, black or brown kid
pumps with satin quarters and French heels, reduced from
$9.95 to $3.95.

Hatters' Plush Banded Hats, $8.75. Copied from much
higher priced hats, in all the newest blocks without exorbi-
tant cost. A smart, nobby Hat for present street wear, just
the hat to start the season with, made of fine qualit>' hatters'
plush — they come in a number of the most popular blocks,
straight brim sailors, rolling brim sailors — in fact, sailors of
every kind. Come in black onlv. Exceptional values at
$8.75.

Hats! Hats! Hats! What Woman Isn't Thinking
About Them? — Here they are for every head and every face.
The young woman above whose eyes have so successfully
dodged the sprays of her flirty veil is wearing one of the
new permanently veil-flounced hats of velvet — of dark brown
velvet. $27.50. The Napoleonic brim of the black cire rib-
bon and panne velvet hat to the left is nothing more nor
less than one expects to find this year when so much that is
modern originates from that which is history. $25.

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II Craftsman Shops

miiuiiMiiuuiuiiiiiiiJuiiiiiiiiiiiiiiii

Designers and Manufacturers

of Exclusive

Store and Window Furnishings

uiiniiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiir

TKe Craftsman SKops

(Incorporated)
113-117 Wisconsin St. : Milwaukee, Wis.

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OR more
than sixty

years we've
been making
flowers and
other deco-
rations for
show windows. In that time we
have learned to make the kind of
flowers you want at prices you
can afford to pay. No one can
offer you a better selection and we
believe our values are the best on
the market.

Our line of holiday decorations is won-
derfully complete and includes new de-
signs that have never before been shown
in this country. Let us send you our
catalog.

Mutual Flower Company

82 West Third St. NEW YORK

A New Factory

to help you have

Better Displays

This advertisement tells how a new glass
factory is working full strength to enable

your store to
have brighter,
better, more
profitable show
windows.

Y7/ie Standard ^rS/ioco (l/mdoa/s

PLE€T®tS

The attractiveness of a display depends
largely upon its lighting — upon the effi-
ciency of the Reflectors.

To maintain the high standard of Pitts-
burgh Reflectors we have installed and
equipped our own modem glass factory —
the only one devoting its production exclu-
sively to this particular purpose. It is one
of the features that make Pittsburgh Re-
flectors without an equal.

Pittsburgh Reflectors conceal the source
of light — they direct it on the trim with an
intensity not attained by any other method.

If you come to Pittsburgh you will find
our new down-town office convenient, ac-
cessible, hospitable.

Let us help you make your show
windows pay better. Write today.

Pittsburgh Reflector
& Illuminating Co.

PITTSBURGH, PA.

Chicago Office:
565 W. Washington St.

San Francisco Office:
75 Nevf Montgomery St.

I saw it in the N'ovember "Merchants Record" — Page $7

Por^ Our CAdveir-tiser^s

Increase the Capitalization

Recently L. Baumann & Company, has increased its cap-
ital from $20,000 to $100,000. This is one of the best known
artificial flower houses in America and the increase in capital-
ization has been made necessary by the great growth that has
taken place in the business during the past few years. This
firm does a large importing business as well as conducting a
big manufacturing enterprise and the additional capital will
be used in taking care of the rapidly expanding trade which
continues to grow from year to year.

A Catalog for Card Writers
E. J. Boyle & Bros., 29 West Maryland street, Indianapo-
lis, Ind., have recently issued a catalog that will be found of
interest to card writers and display men. It illustrates and
lists all sorts of tools and supplies for the card writer in-
cluding air brushes and colors, pens, brushes, show card
board, colors, etc. This firm also carries an interesting line
of art window flooring, plushes and draperies, backgrounds,
screens, panels, valances, fixtures, show cases and cabinets,
etc. The Boyle catalog will be sent to anyone upon request.

ABi^ Time

Because of election ratifications, armistice day and other
occasions, the month of November will see many parades and
celebrations. Gasthoff's Fire Works Display Co. of Dan-
ville, 111., offers a big line of batteries, mortar salutes, aerial
bombs and similar explosive noise makers of the loudest
variety. The Gasthoff mortar throws a bomb from 500 to
1,000 feet in the air, where it explodes with a terrific noise.
This is especially good for salutes. Another device is an
9-foot ground string battery with ten loud and one extra
loud report. This is a noise maker without an equal. This
firm also makes 24-inch, ten-minute torches for parades —
and can supply any kind of special fireworks to order.

Merchants or others on committees for any kind of cele-
brations that want noise should correspond with Gasthoff's
Fireworks Display Co., 111^ North Hazel St., Danville, 111.

An Interesting Circular

The very latest idea in circulars listing forms and fix-
tures has just been issued by J. Sobel's Sons. This pamphlet
shows forms and fixtures in their component parts. The
bases in various styles, standards, forms, etc., are shown sep-
arately. The advantage of this is that any display man hav-
ing bases in good order and wanting to change his forms
to the new checker models or any other style has only to
order the forms without the bases. Or if he is using metal
bases and wishes to change to wood in William and Mary,
Adam, Eiffel, composite or any other style of design, he is
sure to find what he wants in this circular.

This firm stales that a saving of at least 20 per cent can
be made by buying their goods, the low prices being the re-
sult of economical manufacturing and selling systems which
eliminate showrooms and salesmen's commissions. Mr. Sobel
says that they are receiving numerous letters from satisfied
customers who have bought with the understanding of a
20 per cent guaranteed saving. Display men should send for
this circular. The address is J. Soliel's Sons, 143 Grand St.,
New York City.

Mr. Moderow Made Manager For Schack
Charles W. Moderow has been made general manager
for the Schack Artificial Flower Co. Since this company was
established some twenty odd years ago, Joseph Schack has
'been the chief executive and has personally managed or su-
pervised all of the many and varied details connected with
the business. As the business grew Mr. Schack's duties and
responsibilities grew with it. Year after year the business
expanded and steadily increased until, from a small begin-
ning, the Schack Artificial Flower Company became one of
the largest establishments of its kind in the world. Still,
Mr. Schack continued to handle the immense volume of de-
tail connected with the big business he had built up.

However, there is. a limit to what any one man can do.
During the past few years the demand for Schack products
has been so great and so many new developments have been
added that it became imperative that someone take part of
the load from Mr. Schack's shoulders. For some time Mr.
Moderow had been advertising manager for this house, and
his work had been so satisfactory in this department that
Mr. Schack decided to entrust him with the general man-
agership of the entire business.

Charles W. Moderow.

Mr. Moderow is particularly well qualified to handle the
important duties connected with his new position. He is a
practical display man of unusual ability and knows the dis-
play man's point of view from experience. He has had
thorough training in the best art schools and has spent years
in the practical application of drawing, painting, designing
and other branches of art. His broad experience in these
lines qualify him for a full understanding of the require-
ments of window and store decoration in all its branches.
As an organizer and executive, Mr. Moderow has shown
exceptional skill and judgment.

With Mr. Schack at the head of the concern and Mr. Mod-
crow as general manager, the Scliack Artificial Flower Co.
will materially improve its already excellent service in vari-
ous ways. A number of innovations have been introduced in
the manufacture and handling of merchandise and others
are to be put into effect in the near future. It is the pur-
pose of Mr. Moderow to make Schack service as nearly per-
fect as possible. In this connection it may be stated that
the fall and holiday business of this concern was by far tlie
greatest in its history.

Fall Window Displays
on Onli-Wa Fixtures

ADD THAT TOUCH
OF ATTRACTIVENESS
THAT MAKES SALES

Send for Catalog No. 5 of Shoes, and No. 6
for General Merchandise Display

The Onli-Wa Fixture Co., Dayton, Ohio

Wonderfully, artis-
tically gowned,
beautiful, imported
French show dolls —
30 in. tall. Dressed
with silk gown with
beaded trim, satin
coat with embroid-
ered flower trim and
hat to match.
Full set of under-
w e a r. Wonderful
window attraction
for showing infants'
dresses, coats and
capes. Specially
priced $25.00 each.

We have only 34 of these dolls. Would
suggest wiring your orders at once.

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1146 Broadway,
at 27th St.

II '. Ill Jill J J|||„::'|l Phone :

uilljii, IDISPLAY FIXTURE COMPANY. NEW YORK I Madison Square 1490

THE RIGHT FORM

Brings Out the Style

This shape has the approval of
Chicago's foremost men's ready
to wear clothing designers. Fur-
nished in 34, 36 and 38 inch Bust.

Immediate Delivery

State Finish desired on Base

Used by Maurice L. Rothschild

stores and other discriminating

concerns.

Price $7.75 Each F. 0. B.
Chicago

POLISHED WOOD
HOSIERY LIMBS

Perfectly shaped limbs for effectively

displaying fine hosiery.

IMMEDIATE DELIVERY

WITH METAL STAND

No. 359 Men's Hose, $6.65 ea.

No. 360 Women's Hosiery,

$6.65 ea.

WITHOUT METAL
STAND

No. 368 Men's Hose, $3.00 ea.
No. 371 Women's Hosiery,
No. 359 $3.00 ea.

L L. BRADFORD & COMPANY

178 W. JACKSON BOULEVARD, CHICAGO

Eighth Floor, Medinah Building

/ saw it in the November "Mercliants Record" — Page 59

Dietz Distinctive Decorations

Old time display men will learn with interest that Wil-
liam F. Ried is out of the window display game and is now
representing E. C. Dietz of New York as salesman for Dietz
Distinctive Decorations. Mr. Ried is a veteran display man
having at one time or another been connected with a score
or more of the leading stores of America. He has been con-
nected with John Wannamaker, New York; McCreery & Co.,
Pittsburgh ; Kaufman & Baer, Pittsburgh ; The Emporium and
Hamburger & Sons, San Francisco ; Cohen, Los Angeles ; T.
S. Martin Co., Sioux City; L. S. Donaldson, Minneapolis
and various other stores equally well known. His specialty
for several years was the opening of new stores and in this
work his duties carried him from coast to coast.

Mr. Ried is an expert display man and noted for his
skill in designing and handling decorations. This knowledge
will prove a big asset in selling decorations and he is for-
tunate in having the remarkably attractive line of E. C. Dietz
which will present a great opportunity for his decorative skill
and ingenuity.

He will cover the country from New York as far west as
Denver, and, if opportunity offers, will extend his trips
through to the coast. Without doubt, his wide acquaintance
among display men and merchants will prove a valuable asset
to his house. The Dietz line for the coming season is un-
usually interesting.

A Correction

In the October issue of Merchants Record and Show
Window there appeared a notice regarding the Mac-Morris
Art Co. of Youngstown, Ohio, and it was stated that Lorain
C. Morris was a member of the firm. This is an error brought
about through a confusion of names. Lorain C. Morris is
display man for The Geo. L. Fordyce Co. and the members
of the firm of Mac-Morris Art Co. are Theodore Barton Mor-
ris and J. F. MacNamara.

The Mac-Morris Art Co. is showing a line of plaques
designed for the coming holiday season and which are won-
derfully effective for background decoration. They are beau-
tifully painted in appropriate designs and are handsomely
framed.

Planning Decorations Early

Merchants and display men now plan their decorations
much further ahead than was once the case. J. Clarence
Bodine of the Bodine-Spanjer Co. states that he is now kept
busy the year around planning and building window and store
decorations.

The modern merchant, says Mr. Bodine, has learned to
appreciate the real importance of his show windows and he
understands that time and thought are required to get the
best results in the settings that are to be used in the win-
dow. As a result, many display men and merchants are now
planning their spring windows. The man who does his plan-
ning early is less likely to be disappointed than the fellow
who waits.

Handsome Backgrounds

The Decorator's Supply Co. of Chicago has been build-
ing some remarkably handsome backgrounds for show win-
dows during the past few months. This firm is a specialist
in the matter of fine, hardwood backgrounds and several ex-
pert designers are constantly developing new ideas in this
line. The Decorator's Supply Co. also reports a big demand
for their high class wood fixtures. The catalog issued by this
house shows designs in backgrounds as well as many new
ideas in high class fixtures. It is worth sending for.

Stenciled Floor Mats

Quite an interesting field for attractive decoration is
opened to the display man in the making of stenciled floor
mats for show windows. The process is a simple one and any
display man can produce highly artistic effects after a httle
experimentation in the matter of colors. The idea is to take
some appropriate fabric and then apply a border of strongly
contrasting colors.

Cloister Cloth and similar fabrics having a basket weave
are especially adapted to the making of mats of this kind as
it is a simple matter to ravel out a good-looking fringe. Shel-
lac colors are very satisfactory to use as they wear better.
Homespun is another fabric that makes excellent mats as its
texture makes the application of color an easy matter.

Elms & Sellon, 309 W. Adams St., Chicago, carry a va-
riety of art fabrics especially adapted to the making of floor
mats as well as draperies and valances. This firm sells only
in full pieces but there are so many uses to which it may be
put in window decoration that most display men will find ex-
cellent use for a bolt of Cloister Cloth or similar goods.

Southern Greens

Southern greens promise to be wonderfully popular this
season for decorations of all sorts. It is not surprising that
the natural foliages of the southland should be liked by dis-
play men. They are to be had in great variety, including mag-
nolia, holly, smilax, palms, pines, etc., and all of them have
the true charm of Mother Nature.

For interiors of stores, halls, etc., this class of decora-
tion is especially satisfactory and it is possible to create some
remarkably fine effects by combining and contrasting differ-
ent kinds of foliage. Another thing that recommends these
natural greens is their very moderate price. Quite an elaborate
scheme of decoration may be carried out with them for a few
dollars. A number of reliable dealers in southern greens may
be found among the advertisers of Merchants Record and
Show Window.

AT THE Fashion Show held in Enid, Oklahoma,
during the second week in October, A. J. A.
Lewis, display man for Herzberg's Department
Store, captured first prize for the best window dis-
play of men's clothing and women's ready-to-wear.

A Correction

THE illustration on page 51 of the October Mer-
chants Record and Show Window was errone-
ously credited to Max Genereux, Missoula Mercan-
tile Company, Missoula, Montana. The illustration
presents a view of a section of the store front of the
Bogalusa Stores Company, Bogalusa, La.

Mother Goose Is Popular

IT APPEARS that Mother Goose characters are
to be unusually popular for toy department and
window decorations this season. These are to be
used in quite a number of stores on a large scale.
Mother Goose and her associates are always good
for holiday decoration because they mean more to
children than any other characters. They offer a
great variety and there are endless ways in which
they can be applied in paintings, cut-outs, papier
mache, etc.

J^- 'f

\JSsierJbroolcMH

>.dPe,

squarely on the paper — flat — It works best that
way — Supports the hand — Rests the arm and per-
mits long, sweeping strokes.

You get best results from a single surface coated
board — and an Esterbrook Speed Pen.
Get a sample dozen assorted sizes, $1.00. Watch your
work improve. Note the greater output— and then use

Esterbrook Speed Pens ALL the time

THE ESTERBROOK PEN MFG. CO.

90-100 DELAWARE AVENUE CAMDEN, N. J.

fR,ESTERBR00KftC05j

Christmas

Window Displays

Must Have Your

Immediate Attention

The holiday season is near, and it
is time to consider your decorations.
Our latest catalog embodying every-
thing for an ideal display, is just off
the press. Get your copy now, before
the supply is exhausted.
A trial order will CONVINCE YOU
that we have what you want.

WRITE TODAY I DELAY MEANS LOSS I

DOTY & SCRIMGEOUR
SALES CO., INC.

30 Reade Street
New York

STENCILED
Art Floor Mats

You can design and make charming
floor mats very easily by using cloister
cloth and applying simple stencil de-
signs in attractive colors — a handsome
fringe is readily made by raveling out
the margins of the goods.

Cloister Cloth is only one of the many fab-
rics we carry in stock suitable to window dis-
play. We have a fabric for every purpose
ranging from elaborate floral designs to plain,
simple weaves.

Sold only in full pieces

Tell us your needs and we will
he pleased to send samples

ELMS &

906 Broadway

309 W. Adams St, Chicago
52 Chauncey St., Boston

SELLON

New York

2 N. 11th St., Philadelphia
742 Market St., San Francisco

A Perfect

White at

Last!

Polar White — A new water color and the
best ever produced for the card writer.
Works perfectly with brush, pen or air
brush; flows smoothly; will not pull, and
dries with that soft, smooth finish so neces-
sary for a white or as a base to all tint col-
ors. Put up in working jars, nickel plated
caps.

Trial 1-oz. jar, 30 cents, Doz., $3.25
4-oz. jar, each, $1.00

Send for a trial jar. You'll find it's just what you
have been waiting for.

Ou7' big new catalog tells all about proper card
writing tools and materials. Send for it.

Wallbrunn, Kling & Co.

327-329 S. Clark St. Chicago

/ saw it in the November "Merchants Record" — Page 6i

My new cata-
log for 1921

contains a complete list of everything the
sign and show-card writer uses.

D. S. of L. Blue Handle

Brand Brushes and Supplies

for every purpose are listed and illustrated. Your
favorite brush is there. We have a large showing
of French made brushes. We invite you to write
for our newest catalog. A postal request will do.

Save Money on Your Supplies

Save Your Money on Your Supplies

Address, Supply Department

DETROIT SCHOOL OF LETTERING

Chas. J. Strong, Founder
Established 1899 DETROIT, MICH.

These Outfits are a Great Investment

These outfits will greatly reduce the cost of maintaining y•^ur
wax figures and flesh enameled display forms.

USED BY LEADING STORES IN EVERY
STATE

With This Outfit— You Can Clean
and Retouch Your OwnWaxFigures

TTSE NUENAMEL to clean and refinlsh'yonr
Y ename) forma the right way. With this com-
plete outfit you can clean and refinish your fleah
enamel forms, nroducinf the same dull finiib as
when first purchased

SATISFACTION GUARANTEED OB YOUR

MONEY BAJK
No. 1 outfit will clean and refinish lOOforms.Jl.TS
No. 2 outfit will clean and refihish 200 forms. 2. 60
No. 3 outfit will clean and refinish 300 forms. 3. 50
No. 4 outfit will clean and refinish 500 forms. 6. 00
NUEN A MEL is made expressly to clean and
refinish flesh enamel forms. No other prepara-
tion will produce the srane dull flesh finish.

IT DOESN'T MATTER HOW BADLY TOOn ^LE8H
ENAMEL FORMS CRACK. CHIP, OR PEEL OFF

They can be easily repaired with FLESH ENAlHa.

(.EMENT and used again for display. FLESH ENAMEL

CEMENT l5 easy to apply and dries bard to match the

enainel surface. Fully Guaranteed.
Full Instructions how to use with each outfit.

Price $I.Z5

PriM 1.76

Price J.60

Price 3.00

In large quantities, age will not

8 ounces net weight.
16 ounces net weight.
32 ounces net weight.
48 ounces net weight.
It pays to purchase
affect materials.

Ejelashes for wax figures. Correctly khM>ed. Beadr to
fit In place. 50c set, 6 sets $2.50, 12 seu, *4.50. TuU
dlrectloDs with each set. Same as used by leading Agar*
manufacturers.

New Catalogue X^ee

Harrisburg Wax Figure Renovating Co.

335 Crescent Street, Harrisburg, Pa.

Trim Your WINDOWS with Nadeco Maid
VALANCES, PANELS, SHADES

Many Stock Patterns, or Special Designs
Large Line of WINDOW PLUSHES

Write for Handsome Catalog, and Name of Local Dealer

NATIONAL DECORATIVE CO., 510 Federal St.
Camden, N. J.

You Need One

Our new

Catalog'

Is filled with
clever new Idciis
for the card
writer and dis-
play man. Send
tor It.

of our Model "D" Air Brushes
to use in decorating your spring
windows. It will more than pay
for itself before the season is
over.

Paasche Air Brushes are made
in all sizes for every kind of
work. They are best for Show
Cards, Signs and Window Back-
grounds.

1229 Washlngrton Blvd., CHICAG-O

DIE T Z

Distinctive
Decorations

You will see them in the holiday
displays at the best stores this sea-
son.

Compare them with other decora-
tions and you will see why they
are preferred by display men who
are judges of artistic designing,
perfect coloring and expert work-
manship.

Use Dietz flowers in your next displays
and note the improvement.

We will be glad to have a salesman call
upon you if you will drop us a line.

E. C. DIETZ

219 E. 34th Street NEW YORK

/ saw it ill the November "Merchants Record" — Page 6t

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Want, For Sale, Etc. I I Index <To .CAdvertisei-s

i All Notices under this Department, $1.50 each insertion l
I of 40 words or less, and 30 cents for each additional j

I 10 words. \

QiiiiiMiniMiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii:

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WANTED — A window trimmer and card writer in city of 20,000
located in central Wisconsin. Department store experience. Address
Box 381, care MERCHANTS RECORD AND SHOW WINDOW,
5707 West Lake Street, Chicago, 111.

CARD WRITERS! Our Christmas Bulletin is ready. It tells
by picture the complete story of BLICKS "MASTER-STROKE"
BRUSHES, Christmas Show Card Blanks, lithographed ornaments, etc.
Address Desk M for your copy. THE CARD WRITERS SUPPLY
COMPANY, Galesburg, 111.

POSITION WANTED— Ambitious Display Man,' 21, wishes per-
manent position with hieh class store. Three years' experience with
one of the leading stores in Central Illinois. Address Box 380, care
MERCHANTS RECORD AND SHOW WINDOW, 5707 West Lake
Street, Chicago, 111.

WANTED — Window Display Man and Card Writer by a live
Men's Wear firm in an Illinois city of over 50,000 population, catering
to the best trade. Excellent opportunity for the right man. Steady
position and good salary. Address, giving age, experience and salary-
wanted. Box 382 MERCHANTS RECORD AND SHOW WINDOW,
5707 W. Lake St., Chicago, 111.

POSITION WANTED— Ambitious Display Man, 21, wishes per-
manent position with high class store. Three years' experience with
one of the leading stores in Central Illinois. Address Box 380, care
MERCHANTS RECORD AND SHOW WINDOW, 5707 West Lake
Street, Chicago, 111.

BE AN ADVERTISING WRITER. Learn in spare hours by
mail. _ Practical, sirnplified course gives you the essentials in the quick-
est time. Copywriters and advertising managers make big money.
Trained men and women wanted everywhere. Write for details. Allen
B. Russell, 1101 Bitting BIdg., Wichita, Kansas.

DISPLAY MAN WANTED AT ONCE— An exceptional position
is open to competent and dependable display man who can handle
displays for high class store carrying women's specialties. AddresSj
Ma'x H. Reiser & Co., Columbus, Ohio.

FOR WINDOWS AND BACKGROUNDS

Use Silk PInstaes. Velours, Felts, Cretonnes
Tapestries and Suniast Draperies

Write lor Samples and Prices

F. A. RAUCH & CO.

410 South Market Street. CHICAGO, ILLINOIS

t*'i

E. J. BOYLE
& BROS.

Manufacturer
and Jobber

Show Window Fixtures

Back Grounds

Artificial Flowers

Card Writers' Supplies

29 W. Maryland St.
INDIAN APOI.ZS

American Lithograph Co 64

Art Window Shade Co 64

Artistic Wood Turning Works SS

Barlow-Kimnet Co Inside Front Cover

Baumann, L., & Company.
Beaven, E. A., Co.

Bodini-Spanjer Co 44

■ - - • " ~ .. ^ . ^ 49

63
59
63

Botanical Decorating Co Inside Back Cover,

Boyle, E. J., & Bro.. .
Bradford, I. L., & Co.

Butcher, L. O., & Bro.

Caldwell, The Woodsman 16

Chattahoochee Floral Co 12

Compo-Board Company 2

Contents, Editorial __!

Craftsman Shops, The 57

Curtis-Leger Fixture Company Back Cover

Daily, Bert L 47

Decorators Supply Co 11

Detroit School of Lettering 62

Detroit Show Case Co 13

DeVoe & Raynolds Co., Inc 53

Dietz, E. C 62

Display Manager's Hand Book of Decorations. . 7

Doty & Scrimgeour Sales Co 61

Elms & Sellon 61

Esterbrook Pen Manufacturing Company 61

Feldman, L. A., Fixture Co 55

Frankel Display Fixture Co 59

Gasthoff, J. F., & Co 8, 9

Gasthoff Fire Works Co 47

Harrisburg Wax Figure Renovating Co 62

Hatch Metal Neckband Co 51

Hecht Fixture Co 53

Hess, G. Wallace 17

Hunt-Crawford Co 16

Imans, Pierre

Kawneer Mfg. Co. . .
Kichler, L. A., Co....
Koester School, The.

Lackner Co., The...
Lyons, Hugh & Co.,

3
55
39

51
2

Mac-Morris Art Co 49

McKenna Brass & Mfg. Co., Inc 15

Melzer, S. M., Co 64

Modern Artificial Flower Co 59

Modern Art Studios 17

Mutual Flower Co 57

National Decorative Co., Inc 62

Natural Plant Preservers Co 43

Netschert, Frank 53

Newcomb, E. R 64

Onken, Oscar, Co 64

Onli-Wla Fixture Co 59

Paasche Air Brush Co 62

Palmenberg's, J. R., Sons, Inc 41

Pittsburgh Reflector and Illuminating Co 57

Rauch, F. A., Co 63

Rumbley Co., The .,. . . 14

Schack Artificial Flower Co 4, 5

Service Artificial Flower Co 51

Show Window Backgrounds 45

Successful Retail Advertising 45

Sobel's, David, Sons 10

Timberlake, J. B., & Sons.

Walbrunn, Kling & Co 61

Wants, For Sale, etc. . . ._ 63

Welch-Wilmarth Companies 18

Window Decorative Works 64

Woodruff, D. W., & Co 64

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I Air Brush Stencil Designs!

I 5 11x14 cut stencils with sketch of each, $5.00 I

I Can be used on different size cards. i

I Our Air Brush Colors won't clog the brush.

1 Let us send you circular of designs.

|L. O. BUTCHER & BRO.^'^cSi^i^aTSS..^'

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/ saw it in the November "Merchants Record" — Page d?

FLOORS

For Your Show Windows

Any carpenter can lay these floors
perfectly at a small cost.

Leading stores throughout the coun-
try have installed our beautiful hard-
wood floors. Send for our handsomely
colored catalog.

E. R. NEWCOMB

Telephone Harrison 7303

730 S. Wabash Ave

Chicago

S. M. MELZER CO.

Display
Fixtures

Show

Forms

Manufacturers of

OUR
^BUSINESS IST^
.INCREASE YOUR. ^

4USINES^

Wax

Figures

Brass
Railings

915 Filbert Street

Philadelphia, Pa.

iiuiiiuDiiioiiiuiiiDiiiDinnmniiininninninmmnnniiniiiiniiniiiiiiiiHinnininiimmDiimituiiiioiiiDnDinuiiiiaiiiiiinmiiii'j

BETTER DISPLAY FIXTURES

MANUFACTURED BY

D. W. WOODRUFF AND COMPANY

Perfect

Equipment
Perfect

Service

Send for Folder

860 Howard St.,
San Francisco, Cal.

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£.111111

Creators of the Newest Ideas in

iiiiil!^

I Valances and Panels |

I French Drape Valance a Specialty |

S Write today for our new catalogue and prices Z

I THE WINDOW DECORATIVE WORKS |

= 1250 W. Fourth Street, CLEVELAND. OHIO =

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>i.. VUmu.... IIBE

ELECTRIC
WELDED

tjk. illlilllliiJllii,„._ 'UkUm

No. 690

Best and

Cheapest

Price

Card, Stands,

Easels, Etc.

"Jaxon" Doll Stands
Adjustable 6 Sizes

J. B. Timberlake & Sons, Mfrs.

JACKSON, MICH.

Make Your Show Wmdows Pay Your Rent

Our Line of
Period
Display
Fixtures
Will Help
You Make
Effective
Window

Displays

Many Sales Are Made on the Sidewalk
New Catalogue No. 93 on Request

The Oscar Onken Co.

3748 West
Fourth St

Cincinnati, OUo,
V. S. A.

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(^S

^^NjUf ^

A new, original
and effective paper
for artistic win-
dow decoration.

Use it in Your Show Windows

A perfect reproduction of the genuine stone, our onyx

paper is without doubt the most appropriate covering

for window backgrounds and floors, panels, columnSj

dividers, pedestals, draping stands, scenic frames,

units, flower boxes and other surfaces.

We also have a new paper that reproduces Circassian

Walnut perfectly.

In stock in convenient size in many beautiful colors

ta^^p'lti!^"^" ^'''' ''' AMERICAN LITHOGRAPHIC CO.

Now being used with 19™ ST. & 4th AVE. NEW YORK
splendid results by lead-
ing display men through- ^^^^^^^^^^^^^^^^^_a.
out the country.

I I Valances and Shades

i To Your Order for Your Fall Windows

i =

I I We are specialists in French Puflfed Shades and can

I I offer exceptional values in this line. Send for our new

: § catalog;.

I I ART WINDOW SHADE CO.

1 I 2838 Broadway CHICAGO

I g

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/ saw it in the Norember "Merchants Record " — Page 64

^11

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Watch St Paul 1921— Let's Go!

This was the most costly and
elaborate Christmas tree ever
constructed. More than lOO
feet high. It was designed
and built under the supervi-
sion of E. N. McCartney, for
Armour & Company, Chica-
go. Botanical Super-Decora-
tions were used.

jg)

FOR tKe most important occasion or for tKe
simplest event Botanical Super Decora-
tions are best. Whether you have a g,reat
store to he beautified, or you require a few
simple sprays, this house can meet your re-
quirements perfectly. <25 ® ® ® ®

Back of every flo\ver we sell is the experience
and skill of the most talented desing,ers of
^vindo^v decorations in the ^vorld. This skill
is at your service for the asking,. May \ve
assist you in planning, your next displays?

We will he pleased to send you our cat-
alog or have a salesman call upon you.

The Botanical Decorating Co.

Manufacturers and Importers of Super-Artificial Flowers and
Decorations. Designers and Builders of Super-Window Furniture

208 West Adams Street

CHICAGO

Electric Flowers For

Fall and Winter Displays

Electric flowers have bulbs secreted in

the flowers.

Their natural beauty during the day is

accentuated at night by the lighted

bulbs.

An attention-compelling unit.

-J!^. j»^.»>('-^ '^.'J;

No. 701— Electric Rose Basket

An all-season trim of 8 beauti-

Muslin flowers and leaves.

12 inches in diameter.

Unit complete with extra bulb,
plug and 5 feet of cord — $16.75.

No. 706 — Electric Poppy Vase

Contains 8 large silk Call for
nia electric lighted poppies and f^l pink roses
Fox Tails. Assorted leaves in
fall colors.

Trim stands 54 inches over all.

Especially appropriate for fall
and holidays.

Unit complete with extra elec-
tric bulb, plug, and 5-foot cord —
$33.50.

Our stock of artificial flowers ranges from the beautiful silk, French imported flower, to the paper domestic
flower. Paper flowers are used for large area decorations while the silk and muslin flowers are for choice
groups or prominent positions.

Baskets and Seasonal Foliage of All Kinds

Curtis-Leger Fixture Company

No. 707 — Electric Poinsettia Basket

A Christmas trim with red vel-
vet poinsettias and green leaves.
In harmony with holiday dis-
plays. Electric lights show poin-
settias a beautiful red.

36 inches over all.

Unit complete with extra
bulb, plug and 5 feet of cord —
$23.50.

237 West Jackson Boulevard

Est. ISB'.I

CHICAGO, U. S. A.

i^r

. - H*?^ ! — ~ -

Z^erc/iants ^Record

^ ShowZiMncSw

December^, 1920

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//////

To meet the continued growth of our Organization, it has
been found necessary to increase our staff of Executive
and co-workers.

We are pleased to announce that w^e have induced
Mr. D. R. Mow^erson to join us and so strengthen our
positions as the leading Display Equipment House in the
world. He w^ill become Sales Manager, and v/ill assume
his nevv^ duties December 1 st.

Mr. Mow^erson is so w^ell know^n to Display managers and
big merchants everyw^here that he needs no introduction.
He vsras for many years w^ith the J. R. Palmenberg Sons
Co. In bringing to our aid his valuable services at this
time, Mr. Mow^erson realizes that he has the crow^ning
opportunity of his career and that he is backed by a
House that w^ill enable him to use his expert know^ledge
and training and make good in every sense of the w^ord
to his friends and customers by prompt delivery of the
highest quality Equipment, aWays at the fairest prices.
As manufacturers of the best that can be produced in Dis-
play Equipment in Wood and Metal, and with our unap-
proachable lines of Wax Figures and Papier Mache Dis-
play Forms, we can assure Mr. Mow^erson the necessary
support. His many friends w^ill be much gratified to learn
of this important advancement in his career.

Mr. Mow^erson extends to all his old friends a most cordial
invitation to call upon him. His nev^^ headquarters w^ill
be in our Uptov/n Exhibition Rooms, in the Hotel
Imperial. -, ,,^ .^

EXECUTIVE OFFICES AND SHOW ROOMS ^^"^

T24> BrCBADWAY

NewYork

Makers of the Faiitous .]faiiiiC(iiiiii Products

rnii Disf^lay J' onus

New Uptown Exhibition Rooms

1244 Broadway, Imperial Hotel Bldg..
at 32nd St.
Offices also in Factories:

Boston, Mass. Pittsburgh, Pa. Rochester. N. Y.

52 Chauncey St. 137 Seventh St. New York. N. Y. Holyoke, Mass.

gMecrchants "Record
and Show Window

An Illustrated Monthly Journal for Merchants, Display Managers and Advertising Men.

Eastern Office

5001 Woolworth Bld|.

New York City

Published by

^Ihe MercKants Record Co.

Publication Office

5707 West Lake Street

Chicago

SUBSCRIPTION RATES

In advance, postage prepaid
United States, Canada, Mexico and Cuba . $3.00 a Year
All Other Countries $4.00 a Year

ADVERTISING RATES

Classified advertisements $1.00 for five lines or less, (additional
lines 15 cents each) each insertion. Payable in advance.
Display rates furnished on application.

Direct all letters and make all remittances payable to the order of The Merchants Record Co., 5707 West
Lake Street, Chicago. Payments made to other than authorized collectors will not he recognized.

MEMBER CHICAGO TRADE PRESS ASSOCIATION

OFHCIAL ORGAN OF THE INTERNATIONAL ASSOCIATION OF DISPLAY MEN
Entered January 16, 1903, at Chicago, 111., as second-class matter, under Act of Congress, March 3, 1879.

Volume XLVII

Number 6

Contents for December, 1920

Pa&e

Modern Stock Equipment -_--.-_-- J3

A Holiday Interior Treatment - - - - - - - - -16

Notes from New York ---_--•-. -Jg

By F. F. Purdy

January Sale Windows .......... 24

Palm Beach Displays .--....-.. 26

Arguments for the Ad-Man .........30

Sale Windows ......... - - 32

Advertising Furs ........... 32

Our Monthly Contest -Jo

Our Service Department .......... 33

How to Make Show Cards --__.--_. 34

By G. Wallace Hess

Hardware Specialty Displays -37

By W. Guy Warner

International Association of Display Men - • - - • - 42

St. Paul, the Convention City - 44

St- Paul as a Business City .-.--_--- 45

Minneapolis ............ 4^

To the Ladies of the I. A. D. M. 48

Free Employment Service .......... 43

Dayton Association of Display Men -50

Evolution of Display - - ' 52

By John H. Graham

Who's Who in the Profession, J. B Schooler ...... 56

For Our Advertisers - - -- - - - - - - -58

Index to Advertisers - ..-63

MAKE BUYERS OUT OF PASSERSBY

Hugh Lyons period display fixtures continue to grow in popu-
larity because they lend beauty and attractiveness to the dis-
play window.

If you have not received our catalogs showing our Adam,
William and Mary Chippendale and Queen Ann designs, we
will be pleased to send them to you.

Hugh Lyons & Company

Make buyers Out Of passersby
Lansing - Michigan

NEW YORK SALESROOM
35 W. 32 nd. STREET

CHICAGO SALESROOM
234 S. FRANKLIN ST.

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I COMPO BOARD

= To get the desired effect (see illus-

E tration) and to build substantial, at-

= tractive, artistic show window back-

= grounds, nothing can take the place of

I COMPO-BOARD. Good plan to have

= a supply always on hand.

E Compo-Board is built with kiln-dried

E w^ood slats as a foundation, and must not be

E confused with substitutes of so-called board,

E which are really nothing but pulp-paper or

E cardboard.

S Compo-Board comes four feet wide by 1

E to 18 feet long. It can be sawed in all di-

E rections without splitting. Compo-Board is

E not affected by heat or moisture, conse-

E quently will not warp, buckle or split.

5 Send for sample of Compo-Board.

Compo-Board Company

1404 LYNDALE AVE. NORTH
MINNEAPOLIS. MINNESOTA

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/ saw it III the December "Merchants Record" — Page i

Give Your Merchandise a Chance to sell itself through proper display.

Kawneer Store Fronts have solved display problems for more than 100,000
successful merchants. They provide show windows that permit merchandise to
tell its own story.

Your merchandise will draw sales into your store if you give it a
chance to talk. y

Let us show you how a Kawneer Store Front on your build-
ing will boost your sales by drawing more and more people
into your store.

Every Merchant Should Have a Copy of this Valuable Book y'
THE

The
,''' Kawneer

y Company

2102 Front Street,
Niles, Mich.
Please Send Mc a Copy of Your
New BOOK OF DESIGNS

COM P A N Y

NILES MICHIGAN

V j^

' Name - -

Address _ -

Jost Tear Off Coopon and Pin It to Yonr Letterhead

/ saw it in the December "Merchants Record" — Page 3

Watch St. Paul in 1921— Let's Go!

But in the meantime assure prompt deUvery
of some decorations for the early "Spring
Showing" or "White Sale"— ORDER NOW.

HERE ARE THREE FAVORITES

Beautiful
Elflective
Inexpensive

Any Color

Dciinty

Delicate

No. B2462. Almond Blossom Spray. , »o- =t^7. No. B3113. Cherry Blossom Spray.

f lo\7Gr SxrauQS.

26 inches long, 6 sprigs to spray. Dainty 3 fget long, in "W^onderfully dainty, Japanese blossoms and

for spring. Small blossoms, smaller toward all colors. Strands buds. Much admired. Fine spring foliage,

ends, shaded pink to almost white. t^^r ^ht ^'"""^ dark gjjg^ 22x17 inches.

Per dozen sprays $ 5.00 D*ozen .' $ 1.50

Per gross sprays 55.00 Gross 15.0O Each $0.75 Dozen $8.25

Write for Schack's New Free Publication

"The Secret of Successful Window Displays"

THE SCHACK ARTIFICIAL FLOWER CO.

1739-41 MILWAUKEE AVENUE, CHICAGO, ILL.

1 saw it in the December "Merchants Record" — Page 4

The fixtures
shown ate
on Conect
Gothic
Line*

I saw it in the December "Merchants Record" — Page S

Two Wonderful
New Books for

Display Men

THE ARTS OF MYSTIC JAPAN

IN TWO VOLUMES

By Leslie S. Jsoies
PRICE $5.00 PER VOLUME

Elach volume filled to the brim with designs you can use.

Read these comments.

T. Guy Duey, Secretary I. A. D. M. and display manager
for Wurzburg's, Grand Rapids, says:

This is the most comprehensive and satisfactory treatise on Japan-
ese Art I have ever seen. It is filled with practical suggestions that can
readily be used in the show window to create exquisite effects.

J. W. Foley, former editor of M. R. & S. W., and president
The Craftsman Shops, Milwaukee, says:

These volumes constitute a remarkably satisfactory treatise on the
wonderful decorative art of Japan. Hundreds of unusual details are
illustrated. This work should prove of the greatest practical value to the
display man.

Then there is included with each volume a beautifully
lithographed chart showing twelve complete color schemes
typical of Japanese decoration.

T^'. Either book is complete in itself. Both offer a fund of

RMord N information you will never exhaust.

Co.,

5707 W.
Lake St.,
Chicago, 111.

Gentlemen:

Send me Volumes I and rwfimvi *v l^^

IrV Sb?irt a^'/a""!;. The Merchants Record Co.

Series, for which I enclose Ten \

D"""" 5707 West Lake Street

""""' CHICAGO, ILL.

Address

City
State

/ 3aui it in tht Drcfmhtr "Merchanls Rfconf" — Paofi

I saw it in the December "Merchants Record" — Page T

Merry Christmas

and a

Happy New Year

to the

H. A. GKEEN

Displaymen of the United States and Canada

A. J. ABRAMS

With the close of our first year in business, we wish to express to our friend,
the Displayman, our sincere appreciation of the favors he has extended to us and
which we have tried to deserve. For the coming year we will try to serve you
even better than we did last year. Already we are working on a splendid line of
really new designs and you will find our values and service the best in the mar-
ket.

Our new catalog in full color will be ready for you
January 15. Send us your name today and you
will receive one of the first copies off the press.

Watch St Paul in 1920— Let's Go!

The Modern Artificial Flower Co., Inc.

840 North Ave.,
CHICAGO

Artistic Parisian Wax Fig,ures
and Forms

PIERRE IMANS

IIIIIIIIIIIMIIIIIIIIIIIIIMIIIIIIIMIIIIIIIIMIIIIIIIIIIIIIIIMII

Statuary in Wax

CHEVALIER OF THE LEGION OF HONOUR

BEWARE of copies of my models and
sold as French Wax Figures. Either in
models or execution of same, my o-wn work
is quite different from all other similar
productions and is the only one having
true Parisian style and" chic".

Do not accept figures which do not bear
my signature stamped in the wax.

Ask for my illustrated catalog No. 24,
sent free on request.

I saw it in the December "Merchants Record" — Page'

The kind of window settings we build,
require time and thought in their
planning— and they show it

If you are considering an out of the ordinary
display for next spring, let us start with the plans
at once.

We can prepare sketches and submit figures that
can be considered at your leisure.

By starting early we can give you the best of un-
hurried service. We believe we can assist you to
better looking and better selling windows.

We know we can convince you that it costs no
more to have really good displays than it does
for ordinary ones.

Write us today while the thought is fresh in your
mind.

The BodineSpanjer Company

Designers and Manufaxitmrers of Decorative Settings for Show Windows

1160 Chatham Court _ - _ Chicago

EZY-BILT WINDOW BOARD

Gives Better Results at
Less Cost

E.ZY-BILT costs less and gives better re-
sults than other more expensive boards.

Its low cost and the fact that it can be used
over and over again makes it the most eco-
nomical window board "buy."

It is used and endorsed by the leading dis-
playmen. You, too, will be surprised at its
unlimited possibilities.

THE HUNT-CRAWFORD CO.

COSHOCTON, OHIO

/ saw it in the December "Merchants Record" — Page g

THESE 2 BOOKS ARE
NOW READY TO SHIP

The entire stock of the above books was destroyed by
fire early in the year and we now announce newly printed
editions. They represent the Best Books on the subjects
in their respective fields.

Show Window
Backgrounds

By GEORGE J. COWAN

President of the Koester School of Window Trinuning,

and Editor of "Window Trimming Monthly"

of the Reporter.

This book is 7x10 inches in size, strongly bound in de luxe
silk cover with handsome art design. Over 2S0 pages
md about 200 illustrations.

Price $2.50

Successful

Retail Advertising

Price $3.00

Books are sent postage prepaid. Remittance must accompany all orders.

FOR SALE BY

THE MERCHANTS RECORD CO. 5707 West Lake St., CHICAGO

/ sa:v it I'li the Drcrmbcr ".Merchants Record" — Page lo

Feldman's Humanized Wax Figures
are in a class of their own

Every Feldman Figure is an original model, perfect
in sculpture and finish. They are the best of American
products.

All of Feldman's Wax Figures have
a human charm and personality
that gives character and distinction
to any garment that may be shown
upon them. They are the aristo-
crats of wax figures.

OUR CATALOG
is \\rorth sending for

In our latest catalog you will find
a remarkably complete line of Feld-
man's Humanized Wax Figures for
showing all lines of wearing ap-
parel. It also shows fixtures of ev-
ery description for every purpose.
We also manufacture valances,
artificial flowers and many original
novelties.

FELDMAN FIXTURE CO.

22-26 W. 30th St., New York

Put Life and Color in Your
January Displays — It Will Pay!

Attractive display counts for as much in January as it does at any
other time. Use some of our inexpensive flowers to liven up your
sales windows.

We have a big line of flowers that are moderate in price but which will give your
merchandise the setting that shows it off to the best advantage.

Baumann flowers for your White Sales displays will give real class to your win-
dows.

Decorations for Palm Beach Displays

We have a splendid line of high class southern and tropical flowers and plants
for decorating windows or departments showing apparel for winter tourists —
Write lis today about this line.

L. BAUMANN & COMPANY— FLOWERS

We Carry the largest stock of Artificial Flowers in America

357-359 W. Chicago Avenue :-: Chicago

till

/ saiv it in the December "Merchants Record" — Page Ti

When She Sees She Buys

When she doesn't see she goes elsewhere, saith the Oracle.

Welch-Wilmarth Method in Merchandising store equipment insures that she does see —
focuses the interest your advertising has aroused into action — converts the prospect
into the customer.

Welch-Wilmarth planned stores have a personality. Has your store a personality?
Are part of your goods shown some of the time, and some of the goods part of the time?
Exactly! Welch-Wilmarth stores show all the goods all the time.

Right now^ is the turning point of your business — of every merchant's business. Set the
example your customers will follow — spruce up — move ahead. Basic conditions are
sound. Do it now!

WELCH-WILMARTH COMPANIES

Grand Rapids, Michigan

Chicago
Pittsburgh

Boston

St. Louis

BRANCH OFFICES:

New York Minneapolis

Denver

Philadelphia
Salt Lake City

I saw it in the December "Merchants Record" — Page 12

MERCHANTS RECORD
and SHOW WINDOW

VOLUME XLVII
NUMBER 6

DECEMBER, 1920

Sin^e Copies
Tlurty-five Cents

Modern Store Equipment

Approved type affixtures installed by the Goldrin^ store of Shreveport, La. — Glass enclosed

cabinets and convenient sectional shelving facilitate showing stock to best advantage

and make buying and selling easier — Coats and suits kept in perfect condition

on hangers — Other stock protected from unnecessary handling

THE matter of selecting, buying and installing
a set of fixtures for a modern store is a de-
cidedly simple matter today compared with
what it once was. Furthermore, it is practically
impossible to make a serious mistake in equipping
the store. The reason for this is that store fixtures
are now practically standardized.

Years ago the designing of store fixtures was a
haphazard matter that was governed largely by
the personal ideas of the individual merchants who
used them. As a result no two stores had the same
kind of fixtures. In the smaller cities the local car-
penter, with suggestions from the merchant de-
signed and built the equipment with the exception
of the show cases. Consequently, the installation
of a new set of fixtures was a much more momen-
tous undertaking than is now the case.

Store fixtures, today, are designed and built by-
specialists and, no matter from whom the merchant
buys them, they will be much the same in their
general characteristics. This is true because the
collective wisdom of hundreds of the cleverest mer-
chants has been combined with the experience of the
most expert store architects and fixture builders in
devising what may be termed standard store equip-
ment. There may be dififerences in finish and minor
details, but that is as far as the difference goes. In
other respects they are alike.

For example, a merchant in San Francisco who
opens a new women's ready-to-wear store, 25x100,
carrying a general line worth $25,000, will get prac-
tically the same fixtures and arrange them in the
same general way as a merchant opening a store of

the same size and similar stock in Boston. There
may be some dififerences, but they will in most
cases be of a minor nature. This is because the
handling of merchandise in a retail store is now
done on what may be termed a scientific basis
founded upon a general consensus of opinion. Ex-
perience has taught that shelving of a certain
height, wall cases of given dimensions are best for
carrying certain lines of merchandise. This is not
the opinion of one man — it is the experience of
hundreds.

Modern store fixtures are designed with three
things in view: to accommodate the merchandise;
to care for the convenience of the public and to
assist the salesman in his work as much as possible.
As a result, modern fixtures simplify merchandis-
ing to the extent of displaying and caring for stock
better and making it possible to serve the trade
more easily and to the better satisfaction of the
customer.

Appearance is another important consideration
in modern store equipment. Throughout the best
stores of America will be found a general style from
which there is little variation. This is a richly
simple treatment that is in no sense ostentatious.
The decorative treatment, if any, is modest and
dignified.

The new store of D. Goldring in Shreveport, La.,
is an excellent example of modern high class treat-
ment for a ready-to-wear department. This re-
cently equipped store occupies the entire' second
floor of the three-story Regent building. The room
is 40x150 and the lines carried are women's, misses'

Copyright, 1920, hy the Merchants Record Co., Chicago— Permission is necessary for resrintin^ lon^ extracts or reproducing e?i^ravin^; hut editors are welcome to
use not more than one-third of any article provided credit is ^iven at he^innin^ or aL end, thus — "From the Merchants Record und Show Window. Chicago."

and children's ready-to-wear. The photographic
reproductions illustrating various views of the
room show how well this stock is taken care of.
Although a large stock is carried, it will be noted
that there is an abundance of floor space for the
convenience of customers.

Practically all of the garments are carried on
hangers in modern glass-enclosed cabinets of a
highly convenient type. These cabinets not only
keep the garments in perfect condition but they
greatly facilitate display. In selecting a coat or suit
the customer usually has in mind some particular
pattern which is readily located if it is in a stock
kept in cabinets of this type as every garment can
be brought into view in a moment. The advantage
of this feature in making sales is obvious.

In the Goldring store, as may be seen in the illus-

Glove Department Is Showx at Right

Showing Modern Clothing Cabinets Used in Coloring Store

View ov Show Cases and Shei.vinc;

tratlons, the cabinets are placed some distance from
the wall and the space back of them used to good
advantage for fitting rooms, offices, extra stock, etc.
By this arrangement, the walls are given a sym-
metrical contour and the rows of cabinets are made
to serve the purpose of necessary partitions. The
space above the cabinets is amply wide for display
space and is used for that purpose in some stores.
In one of the smaller illustrations it will be noted
that some of the cabinet sections are used for dis-
play cases in which costumes are shown on wax
figures. Other wall sections, identical in height
and general finish with the clothing cabinets, are
used for shelving, drawers, etc. It will be noted
that while practically the entire stock is in plain
view, everything is protected from dust and dirt by
tight plate glass doors. In this installation, to pre-

This Is the Handsome Display Window of the New Goldring Store

serve uniformity, the wall treatment is the same
throughout the store — if cabinets are not used in
any space, the wall is covered by a mirror, wood-
work, etc. This makes an even cornice efifect prac-
tically all around the room.

The central shelving that is placed down the mid-
dle of the store and surrounded by show cases is
built in glass enclosed sections each of which is
designed to accommodate a certain class of mer-
chandise. In most of the sections, sliding trays are
provided. These are a great protection in the
handling of merchandise in addition to economizing
space. As everything is in full view of the sales-
person, as well as the customer, a • great deal of
time, trouble and the handling of goods is saved in
making a sale. The show windows in this store are
of the most modern type and play a big part in dis-
playing the stock. In one of the smaller pictures
may be seen the glove counter which is equipped
with a shallow case on top for the display of dress
gloves and allied accessories such as mesh bags, etc.

The walls of this store are finished in ivory and

the ceiling is in cream. A handsome plain green
velvet Wilton carpet covers the floor and all of the
cabinets and other woodwork are in rich mahogany.
An admirable lighting system is used as may be
judged from the photographs which were made
under the store's lights. In all respects, this is a
model store in which the equipment is such that
buying and selling are made easy for both custom-
ers and salespeople. A maximum of stock is dis-
played in a minimum space and an abundance of
aisle space is left for the convenience and comfort
of shoppers.

The show window is of the most improved con-
struction with the background finished in mahog-
any. The photograph shows this window, which
is of irregular shape, dressed for the opening dis-
play. From this exhibit may be seen the high class
of merchandise carried. Dave Goldring, formerly
of Weiss-Goldring, Alexandria, La., is the owner of
this department, which is being given a warm wel-
come by Shreveport people.

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A Holiday Interior Treatment

By L. F. Dittmar

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THE suggestion illustra,ted here may be helpful to
those who are interested in a decorative treat-
ment to be used over elevator doors or elsewhere
in the store where wall space permits. This scheme
of decoration is quite simple yet it has the true Christ-
mas spirit and the effect was quite satisfactory.

A simple scroll design, painted white and covered
with snow tinsel was placed to encircle the clock.
Above was placed an 8-foot garland and below was
fixed an 18-foot garland agains.t the wall. The gar-
lands were of light green holly interspersed with white
foxtails. Red poinsettias helped to carry out the
holiday color scheme.

The column treatment and decorations along the
main aisle of the store were unusually pleasing,
although they were in dainty tones that were difficult
to reproduce photographically and, as a result, do nof

Showing Decoration of Elevators by Mr. Dittmar

show up strongly in the illustrations. The columns,
from close to the ceiling down to within a few inches
of the shelving, were covered smoothly with canvas.
This was painted white and covered with mica crys,tals
or artificial snow. While the effect produced was by
no means spectacular, it was exceptionally effective as
each column appeared as a solid, smooth pillar of

gHstening frost. This effect was enhanced by the
perfectly smooth surface of the columns.

The picture of the elevator decorations also shows
the details of the archway treatment of the columns
along the main aisle. Horizontal arches extended out
from opposite columns, being supported by scroll work
brackets. All of this structure was white and covered

A Close-up Showing Column Decorations

with glistening imitation snow. Sprays of red holly
intermingled with white foxtails were used to brighten
up the scrolls and the arches were connected by an
8-foot festoon above and an 18-foot one below.

The Christmas trees, one of which appeared on each
column, were made of green ruscus. The frames
were shaped from thin strips of wood and covered
with poultry wire to which the ruscus was applied
without trimming. This gave the trees a rough, nat-
ural effect rather than the symmetrical, conventional
appearance generally used. The trees were illumi-
nated by miniature Christmas .tree lamps in series of
twenty-four. Wallboard was used to build the urns
that supported the trees. These were painted green
to conform with the general color scheme.

Looking down the main aisle of this s,tore one could

Suit Display by W. Yeager for Wolf Greisheimer & Son, Bloomington, III.

not fail to be impressed by the genuine holiday spirit
as expressed by these decorations in red, green and
sparkling, snowy white. The hanging garlands made
a pleasing archway and the red and green holly com-
bined with the dazzling white columns made a simple
decoration suitable for a store of the highest class.

GIMBEL'S in Milwaukee is featuring a Chinese
Room in which they have transplanted to their
store a quaint and interesting bit of the Far East.
Every detail has been handled in the true Chinese
spirit and the result is most attractive. This room
is devoted to the sale of Christmas gifts.

First Prize Winner Class 16, Limit in I. A. D. M. Contest by Karl Amdahl, Spokane, Wash.

Notes from lS!ew York

Now is the time to put up a ^ood front — Live window displays will help to establish con'

fidence and ^et buying back to normal — Producing a buying atmosphere —

Systematizing the show window department — A record of

efficiency — Holiday displays in the bi^ stores

By F. F. Purdy

THIS is the time for the department store to put
on its best smile, and to do its full share in
getting the public right back into its normal
buying attitude. This view is generally accepted
by far-seeing merchants, many of whom are en-
couraging their display managers forward in un-
usual eflforts, and authorizing necessary expenses
for installations of new fixtures and accessories to
produce fine effects. The fixture people testify to a
gratifying placing of orders by many, for use con-
siderably in advance ; notably for the January white
sale, the clearance sales of the same month, and
openings of lines for southern wear. This experi-
ence, of course, is not universal. There are in-
stances where the management of department
stores find it necessary to curtail their operations,
and cut their display managers down to strict neces-
sity. But these instances, happily, are not numer-
ous. In fact, there have recently been completed

here new installations of fronts at McCreery's and
Abraham & Straus' especially that are ahead of any-
thing of the kind for a long time. It indicates an
appreciation on the part of merchandisers that the
"buying atmosphere" must be carefully and con-
stantly stimulated. We often hear the remark,
"This is no time to put out a poor exterior. The
finer and snappier the front, the better." And in-
vestigation would indicate that, while merchants
have been sitting on the lid pretty strongly when it
came to laying in merchandise for sale in their
various departments, when it came to fixtures,
flowers, etc., needed by their display managers, they
received far more consideration in authorization of
purchases than the average buyer. The public is in
a captious and critical mood. Never mind from
what cause, or who is to blame. "The voice with
the smile wins," and the smile must be kept on the
front of the stores without fail, and the best possible

A Linen Display by Henry A. Remillard for McAoslan & Wakeun Co., Holyoke, Mass.

A Fashion Display by F. B. Waldo for C. !■". Hovey Co., Boston

windows are strictly in order, and must be pro-
duced. That is the verdict here, and the New York
windows substantiate this assertion.

Putting Up a Front

Further, the department stores realize that they
have a function and a duty in leading the way to-
ward a confident resumption of buying by the
public, as well as an encouragement in the con-
tinued production of merchandise by the manufac-
turer. All the way up, as prices advanced, specu-
lators and jobbers accumulated more or less stocks
of all sorts of merchandise, that appreciated on their
hands — but suddenly, the end of inflation came,
down went the prices, and the speculators were left
with their caches of goods which they are now
trying to sell at all kinds of discounts, some as low
as 50 per cent of their cost. Merchandisers are tak-
ing in some of these jobs as well as giving orders to
manufacturers for new goods, to be made up, and
the low prices of speculators' holdings indicate that
they must be absorbed before there will be a full
resumption of manufacturing in some commodities.

But several department stores, in view of the
notable hesitancy in buying of merchandise, have
taken the initiative and sounded a note of confi-
dence, houses like Gimbel Brothers, of New York,
and The May Company, of Cleveland, The Gimbel
organization is reputed to sell some $75,000,000
worth of goods a year in their New York and Phila-
delphia stores. They make this statement: "Labor
must be kept employed. Mills must be heartened
by real orders, to set in motion wheels already
stopped and to speed up those that are running.
No sane manufacturer will now make up goods
without orders. But a start must be made some-

where to re-establish business and confidence — the
pessimist will create worse havoc if the optimist
does not prevail over him. Our buyers are in the
markets placing orders for a normal spring busi-
ness in such lines as the producer can feel safe in
standardizing his prices."

Producing a Buying Atmosphere

The foregoing is the gist of a longer and stirring
statement, designed to set a contagious example,
which is good to see followed in an increasing num-
ber of cases. And in the midst of the present mer-
chandising perplexities the display managers may
take satisfaction in noting the important and highly
useful part they may play in producing a buying
atmosphere by putting up handsome windows and
at the same time displays which are poten in selling
goods, for the largest possible movement of mer-
chandise is imperative at this time.

The breadth of the scope of the display manager
seems now to be restricted only by his ability and
ambition. Here is John Beyer, display manager at
McCreery's, who returned ,the middle of November
from a western trip, and who took in all the good
things in his field in Chicago, and seems to have
gone specially to take in the results of industrial
democracy as practiced by the Packard Piano Co. at
Fort Wayne, Ind., in company with Mr. Forbes, of
the McCreery talking machine department. Mc-
Creery's are pioneers, in putting real money right
into the finest window displays, and in introduction
of industrial democracy into their store, as a far-
sighted means of securing the best results from a
contented and ambitious store force. Every once in
a while a McCreery man goes out to investigate
some notable result in this line. Mr. Beyer was

much pleased with what he saw. He says every
employee in the Fort Wayne plant seems to be an
efficiency man, and some have doubled their output
on their own initiative since the introduction of the
system. They are working with the head of the
house, not for him, is the theory.

Organized Display

It is interesting to note that this system of in-
dustrial democracy has a direct relation to the Mc-
Creery display department. Mr. Beyer reorganized
this department on coming into his new quarters,
which we described in a recent number. A chart
was drawn up indicating the relation of all members
of the stafif to the head of the display department
and to each other, and to show the line-up for or-
ganization and efficiency. The final ideal is to have
a man to head each section, each group being in
charge of an expert in the line. Thus the staff
would be divided along the lines of their special
skill, as one man might be a wonder at flowers and
know or care little about trimming cases. One
section of the chart notes the "Outlet department,"
which takes charge of all the inquiries from out-
side display men, movie people, etc., regarding ma-
terials used in the windows, and which are often
wanted by people who have seen them in the dis-
plays. Another section is headed "Efficiency and

drafting," which takes up ideas of the chief, draws
up the sketches and works out the plans, which if
approved are given to the general assistant for
putting into effect, or if for the interior are given to
the interior supervisor.

After the holiday rush a new system will be in-
stalled for keeping records of incoming and out-
going merchandise. One slip relates to merchandise
to be sent to the windows — the other to merchan-
dise going back to the deparmtents from the win-
dows. A narrow part at bottom of each is per-
forated, and both parts bear a corresponding num-
ber, to be torn off and to have the buyer's signature
as goods are returned, and to be kept by display
manager. The latter signs when notifying buyer
of return of goods, buyer signing as a receipt. Slips
for incoming goods are printed in black, and for out-
going goods in red. When shortages occur, the
signatures are valuable.

Then there is another slip, a printed schedule of
work, with specific directions to each man for the
different windows, etc., suggestions for back-
grounds, etc. At the end of the week the men give
back their slips to the chief, who enters his com-
ments under the heading of "remarks." At end of
month he can make out his monthly percentage
rating for each man in accordance with the system

An Amber Display by Miss A. Lord for Henry Birks & Sons, Montreal.

Practically all of the items shown in this display were amber
colored. The curtains and background of the window were of black
velvet. The floor was of old gold striped moire silk. At the back
was a semicircular platform also covered with black velvet. Tall gray
silver vases filled with yellow daisies stood high at each side. In the

middle was a yellow and black table lamp, which was raised slightly
above the semicircular platform. The articles shown were principally
amber beads and ladies' cigarette holders, which showed up quite
strikingly in this setting. The yellow ostrich feather fans gave a dash-
ing color contra.st against the black velvet curtains.

High-Class Display of Women's Footwear by L. F. Dittmar, for Rike-Kumler Co., Dayton, Ohio.

This is an unusual display in that an extra large window is used
to show less than twenty pairs of shoes. This generous use of space,
the handsome wood fixtures, beautiful decorations and careful arrange-

ment made a much more effective impression than if the space had
been crowded. The simplicity and dignity of this setting serve ad-
mirably to show off the high class footwear.

prevailing under the system of industrial democracy
of the firm, in which a proper percentage can be
calculated for various qualities of each man and his
proper rating established with justice and accuracy.
The advancement of any man in the store, in rank
and pay, depends upon the record he has made, as
shown by a system that has thus been carefully
worked out throughout the entire establishment,
in connection with the exemplification of the spirit
of industrial democracy.

Christmas Displays

Both Mr. Weisgerber, of Lord & Taylor and Mr.
Beyer, of McCreery's came out at the same time
with an interesting "mirror idea." Mr. Weisgerber
has two "Christmas trees" in back of one window.
Each is in form of a tall triangle, of Christmas tree
shape, conventionalized. The foundation is compo
board, completely covered with tiny octagonal mir-
ror plates about the size of a half dollar. The mer-
chandise was appropriately jewelry and silverware.
Mr. Beyer had two panels in each of his end win-
dows at McCreery's. They were 11 feet high and 4
feet wide, of black velvet; and two runners, one in
each window, 10 feet long and 4 feet wide, also of
black velvet. One window was carried out in black,
red arid silver — the one at other end in gold and
black. From the bottom of the panels there was a

tall, slender tree effect branching out from an urn.
The leaves of the tree, the tree body, urn, etc., were
all made from mirrors of different sizes. There is a
border design carried out entirely of round mirrors.
The rug on the floor is bordered with mirrors.
There is also a special dome of solid glass design,
with mirrors. The original merchandise setting was
of black fur, with silver millinery and silver acces-
sories such as bags, slippers, etc. These mirrored
effects were strikingly effective and a novelty in
New York displaydom.

Mr. Weisgerber is bringing out his first season's
windows of goods for southern wear at Lord &
Taylor's December 8. A good move, the earliest
date, we believe, for a show of the kind in the his-
tory of the trade here. But it plants the seed of de-
sire for the goods, and the thought of travel early,
and hardly any too early. The results of this un-
usually early opening will be watched with interest.
It is understood that a fine interior as well as win-
dow showing Will be made.

Toyland Decorations

Mr. Vosburgh, at Macy's, had a unique decora-
tion in his "Toyland" in festoons of light pleated
fabrics in pastel shades, and getting away somewhat
from the oldtime Christmas idea in store decoration.
He had Santa Claus in a little toy cave, where it

was the youngsters' delight to discover him. Four
large doll houses stood at the entrance, filled with
dolls, and all fitted up with window boxes with
plants, curtains, shades, etc.

President Charles F. Wendell, of the I. A. D. M.,
and display manager for the J. L. Hudson Co., was
one of the notable trade visitors last month. Aside
from his usual errands on his frequent trips, he was
looking for a couple of good assistants.

The last called meeting of the new local display
men's club was called at the "Buyers' Club" at the
Bush Terminal building on Forty-second street the
middle of last month. There was a lot of things
doing at the time, especially in connection with
getting up seasonable displays, and there was a
smaller attendance than had been counted upon.
The December meeting has been scheduled for
about the 15th, of which members will be definitely
notified.

At V/anamaker's

W. F. Larkin, as usual, staged the scene in the
Wanamaker toy department. Some years ago Mr.
Larkin was the scenic artist in the Wanamaker
display department, but he evidently had a strong
mechanical knack, for he has been putting on the
holiday shows in the toy department for a number
of years, and which have a good deal of mechanical
movement to do with them. His last, "Santa's
Circus," was reputed to be the largest mechanical
show in the world. His previous production a year
ago, "Jack and the Beanstalk," was described in

these columns. "Santa's Circus," moreover, i,s re-
puted to be the first mechanical circus ever built.
There are all sorts of things going on at the same
time. Last year. Jack was the main figure, and his
climbing was the main attraction. This time it
would be difficult to name the headliner. There are
"Bambino and Pete," for instance, trained monkey
and clown, going through their antics ; "Auguste
LaFollie," the table balancing clown; "LaArdene,"
in a series of life poses: "Lane Martin," doing an-
other mechanical stunt in connection with a pole
and a tank; "LeBlonds," with their pole act, one
figure holding the pole and the other being juggled
upon it ; then came "La Petite Marie," the circus
rider, with spangled dress, riding a white horse in
a realistic pose ; a clown was riding around on a
bic3'cle and doing some stunts with a pole mean-
while ; Marvin's marvelous elephants were per-
forming with cymbals and bass drum, with another
elephant performing with a pole and another, last
but not least, swinging an American flag; the Le-
Rays, ladder balancers, came next, with quite a
complex stunt in connection with three performers
that was quite a wonder for arranging to be done by
mechanical means ; single trapeze act with a figure
swinging from the legs; Hercules, the strong man.
was manipulating the SOO-pound dumb-bells (they
must have been 500-pound bells, for the figures were
printed upon them, if you could doubt) ; the Nikra
troupe of Japanese jugglers included the star bear-
ing a ladder on his shoulders with another Jap on

Toy Setting With Solid Tinsel Background bv F. B. Waldo for C. F. Hovev Co.. Bostox

Gift Display by W. K. Best for Turner Ebinger Co., Marietta, Ohio

top; La Vianna, the lion tamer, was in evidence,
a woman in cage with the lions, who made desperate
moves toward her, which she warded off with a
whip ; Capt. Francis and performing seals consti-
tuted another attraction, while Santa Claus in his
private box "piped off" the whole circus with evi-
dent satisfaction. The many scenes given, all ma-

nipulated by mechanical means, lists a wonderful
aggregation of events all going on at once that set
thousands of children all agog. The consummate
arrangement necessary show the skill of the orig-
inating brain, and the circus is the climax to a long
series of notable features that have been staged by
Mr. Larkin. >. i

A High Class Clothing Display by George M. Wilson, Pittsburgh, Pa.

..^ %^^w

I January Sale Windows \

Do not cheapen the ^oods in your windows just because
you have lowered the price — Attractive displays are as
important in January as at any other time — Brighten up
the sale window and make it different — Flowers used in a
strong color effect will ^et results

□ issoacssin

THERE is a general tendency to make sale win-
dows more interesting and attractive than was
once the custom. Merchants and displaymen
have found by experience that the same general prin-
ciples apply to sale windows as well as to formal open-
ing displays. The big idea is — Shotv the goods
attractively.

To show goods attractively they must be placed in
a favorable setting and, for this reason, decorations
should be used in Janaury sales windows as well as at
any other time. It is not necessary to use elaborate
decorations for the January windows. Something
simple and inexpensive will answer the purpose. All
that is needed is a little brightening up and a dash
of color to set off the merchandise.

This suggestion applies with special force to dis-
plays of men's clothing or women's ready-to-wear. A

small expenditure for flowers and a little judgment in
using them will prove a good investment. Elaborate
backgrounds are of course out of the question for
these windows but, the effect should be something out
of the ordinary — something that will catch the eye and
register a pleasant impression.

The general idea of decorations in the January sale
window is to give the public a mild and pleasant sur-
prise. The usual clearance sale window is as drab
and colorless as ,the season and for this reason a radical
change is sure to make an impression and arouse inter-
est. If a really striking effect can be produced the
result will be well worth the little extra work and
expense involved.

Since the cost of decorations must be kept down
and no pretentious setting is to be used, the best plan
is to count on color for the main effect. Choose some

A High Class Lingerie Display by Bekt Daniels for Fai rweather's, Ltd., Toronto, Suggests a White Goods Window

Effective Display of Lingerie by E. J. Hamilion for Hamilton's, Ltd., Hamilton, Ont., A Good Suggestion for January

strong color scheme and make the most of it. For
example, red is a color that harmonizes well with
wearing apparel and offers an excellent opportunity
for strong effects. Yellow also is a good color for this
purpose and there are others than can be used.

Whatever color or combination of colors may be
decided upon, the arrangement should be used to pro-
duce an eye-full of effect. Spots or masses of color
in unusual arrangement can be made to produce a
striking effect if cleverly handled. As an instance, use
a big mass of red or any other color at one end of the
window; then scatter smaller- spots of the same color
irregularly throughout the setting. Whatever color
combination may be chosen, make the most of it, in-
cluding touches on the show cards and price tickets.

Flowers used for this purpose need no,t be expen-
sive as their only purpose is to express color in a
pleasing way. There are many flowers suitable to use
in January sales windows and special colors can be
had if wanted. Any flower manufacturer can produce
a special color to order at no extra expense. All that
is necessary is to send a sample which will be repro-
duced exactly.

For the white sale display of muslin underwear the
same general idea may be used, but the color effect
had better be toned down to dainty tints in keeping
with this class of merchandise. This may also apply

in some other lines but for most lines, the stronger the
color, the better the effect will be.

In arranging the January sales window, do not
crowd. While it is well understood that it is good
business to show 'as many items as can be displayed to
advantage, there is a limit — do not exceed it. There
is no use showing an ar.ticle in the window unless it is
presented in a way that will show off its good points
and create a desire to own it in the mind of the possible
purchaser. Of course there are some hnes to which
this does not apply. These include domestics and other
standard i.tems that are always of a known quality.
Articles of this sort do not have to be displayed —
to show them is enough.

Try this winter to get away from the old-fashioned
way of handling January displays with prices for the
only selling argument. It should be remembered that
your store is on practically the same footing as every
other store so far as prices are concerned. The proper
basis for making sales, therefore, is through present-
ing your goods in the window in such a way that they
will speak for themselves. January is, perhaps, one
of the most strongly competitive months in the year,
so why limit your window selling argument to price
alone. Bring real displaymanship to bear and really
show the goods. That will bring people into the store
and the price argument can lake care of itself.

r^iix!m'y.§%';^!tm^/)mx$i,

'i he southern tourist has become an important factor in
winter selling by northern stores — Display of feminine
finery for warm weather makes a bi^ impression when
shown in January— A tropical display of ^owns and
accessories can be made profitable

B f^=> □ o=si □

PALM BEACH DISPLAYS were a good deal of
a novelty a few years ago. Today they are
looked upon as regular events in the winter cal-
endar of many displaymen. The Palm Beach exhibit
has grown immensely in importance during the past
few years. Back before the war there were com-
paratively few stores that made any definite bid for
the business of outfitting southern tourists. Some
high class stores, principally in the East, casually
advertised costumes for winter resorters and a few
of them had window displays of this class of mer-
chandise. Outside of the big cities, however, winter
displays of summer goods and wearing apparel were
practically unknown.

When the war stopped European travel, Americans
were forced to make the most of their home resorts
and, as a consequence, there was an annual winter
pilgrimage to the south. This cus1x)m has grown with
each passing year and next month will see many

thousands of wealthy or well-to-do people preparing
for their southern trips to Florida, Cuba, California
or wherever the chosen spot may lie. This custom has
developed a situation that the really enterprising mer-
chant has not been slow to take advantage of and the
"Palm Beach Exposition," or whatever it may be
called, is now recognized as an importan,t event in mid-
winter merchandising.

To the displayman, the Palm Beach display gener-
ally comes as a relief. Although his heavy holiday
work is just past and the stress of the clearance sea-
son at hand, it is a welcome change to get away from
winter merchandise and get into an entirely different
kind of work for a while. And the display of feminine
finery for tropical wear certainly is different from the
show of the usual winter merchandise.

It is this striking dift'erence that makes the Palm
Beach display so eft'ective and which presen,ts to the
displayman a real opportunity. The possibility of

An Unusual Displ.w ok Mkn's Wkak dy Geo. B. Scott i-or tiu- Mktropoi.itan Co.. Dayton, Ohio.

Tfiis setting represents an office occupied by three unusually life-
like wax figures. At the right the secretary is operating an addinj
machine. In the middle is the manager, who has risen to greet a
salesman. A small card near ihe secretary is worded: "I wonder who
the prosperous appearing c.iller can he?" A card near the manager is

worded: "I favor Fashion Park Clothes, but this young man certainly
is nattily dressed. I wonder who his tailor is.'" A third card near
the salesman reads: "Mr. .Smith evidently buys his clothes from the
Metropolitan, too." The office fittings used in this window were care-
lully chosen and carried out the businesslike effect of the display.

Display of Boys' Clothing by Geo. B. Scott for the Metropolitan, Dayton, Ohio

contrast in a display of this kind is what counts and
the colder and more disagreeable the northern weather
may be the stronger will be the effect of the display
of summer finery in a .tropical setting.

So contrast is the idea the displayman should bring
out in his Palm Beach window. The setting should be
as summery as it can be made. Palms, flowers and
sunshine are the features to be emphasized. A good
painted background is a big help in giving the display
the proper tone and, for this purpose, an ocean scene
is frequently selected. A seascape wi,th a sandy beach
and tropical verdure in the foreground is well adapted
to a Palm Beach display.

While the average displayman requires few sugges-
tions as to putting in a display of this sort, it may be
worth while to impress the fact that if a painted back-
ground is to be used for the setting, it should be a good
one. This does not mean that it need be costly, but it
should be painted by one who understands his busi-
ness. An ocean scene is not an easy subject for the
amateur artist and, if the displayman is not quite sure
of his work, he should buy the scene or have it painted
by some artist upon whom he can depend to secure
the right effect. There are several studios that will
furnish a good beach scene at a moderate price.

In a small town, a Palm Beach display in January
would hardly pay, but in any city of fair size there are
enough people interested to make a showing of gowns,
millinery, bathing suits and summer accessories worth
while, providing goods of this kind are carried in
stock.

The suggestions offered by the writer are intended
for the displayman who is without experience in this
line. If your store has never held a Palm Beach show,
and you consider your city large enough to make one
a success, get busy and lay out a plan for one. Make
sketches of window displays and of decorations to be

used in ,the section of the store where the exhi'jition
is to be held. If you handle the advertising, 5,ketch
out the advertising that you think will be required to
put the scheme over. Make this prospectus as com-
prehensive as possible, including window decorations,
interior decorations, newspaper advertising, direct bj
mail advertising, show cards, etc.

Then take the complete plan to the boss and talk it
over with him. If he is willing to consider the idea,
discuss it from every angle, as you will want to put
the show over in good style or leave it alone. First
look over your field and determine about how many
people in your city are likely to be interested in such
an event. Then dope out the merchandising end of it
— decide how much new merchandise you will have
to get and how much of your regular stock can be
worked in. Figure out the cost, the work and every
other consideration. Against these balance the
amount of business you are likely to do and the
amount of advertising or prestige the exposition is
likely to give to" the store. Then decide whether it
will pay Or not.

In January, show windows will be in great demand
for clearing out stocks and, if your window space is
limited it probably will not pay you to tie up a window
for a week with this kind of display. In that case,
perhaps you can make an exhibit inside the store by
decorating a section for this purpose.

Palm Beach displays, put on in an elaborate style,
are highly profitable to some stores. That has been
demons,trated beyond question. Whether or not an
event of this sort would prove profitable for your store
is a matter that will have to be decided afttr full
consideration. If your store is to have such an exhibi-
tion, however, it is just as well to have the suggestion
and the plan come from the displayman as from somt
other source. At any rate, it is worth thinking over.

A General Publicity Display by Clement Kieffer, Jr., for C. A. Weed & Co., Buff.\lo, N. Y.

An Oriental Setting by H. H. Tarrasch for Stix. Baer & Fuller, St. Louis, Mo.

Millinery Display by Samuel Goldstein for Peoples Department Store, Burlington, Vt.

Formal Display by L. C. Morris for Geo. L. Fordyce & Co., Youngstown, Ohio

.^31

2?.

.d.

I Arguments for the Ad-Man

Little pointers hy some of the best ad-writers —
with a few changes they may he made to apply to
any business — work them over to suit yourself.

g[s=o«=aQ

Men's Suits and Overcoats $45, $50, $55 and $60 Values,
at $36.50.- — It is said that success in business depends largely
upon ability to know when to take a loss. The most suc-
cessful manufacturers in the country in men's clothing are
today shouldering big losses. They "know the jig is tip"
as far as high prices for men's clothing are concerned.
They have unloaded great stocks at considerable price con-
cessions. But among all these garments oflfered at reduced
prices here is a value that appears to be perhaps the greatest
of them all. We have yet to hear of a value to match it — •
$36.50! Think of it! Back to a pre-war price for a high-
grade Suit or Overcoat. Yes, some one has had to take a
loss and you are the gainer this time. Scores of weaves
and patterns and colorings in both Suits and Overcoats, in
many models and in all sizes to fit men who are short, tall,
slim, stout or regular — and any one of them to be had
for $36.50.

Men's $2 Soft Cuff Shirts, $1.65. — This is surely back
to pre-war prices when you can purchase shirts of this
quality, make and finish for so small a price as $1.65. They
are made of fine percales, corded madrases. Oxfords and
while self stripe madras ,over the famous Loeser "large
body" pattern, making them more comfortable and wear
longer than any Shirts at a price so reasonable.

Unusually Good Suits at $50 — Values Which We Believe
to Be Unequaled for Men and Young Men. — A large number
of very desirable Suits have been grouped at this low price.
All are of woolens which would justify a price considerably
higher; and tailored according to our exacting specifications
— the highest standard of manufacture known in the cloth-
ing industry. We cannot say too much in regard to the
exceptional merit of the values in this great selling.

Necktie Silks, $3.75, $6.50. — Of course, you can make
Neckties yourself. There is always a special significance
and value attached to hand-made gifts. These silks offer
wide selection of patterns and colors. Attractive also for
vestees.

Misses' Pink Satin Corsets Very Specially Priced at $5. —
These daintily fine little corsets are certain to appeal to
young girls. Every detail is in keeping, from the silk gar-
ters to the little finishing touches. These corsets are abso-
lutely correct in line, too, designed to give perfect comfort
to the active schoolgirl of today. At this price the corsets
are remarkably good value. $5.

Dainty Frilly Guimpes. — It used to be tiiat dainty Neck-
wear was considered a luxury unless you could make il
for yourself. Since it can now be bought at much lower
prices, everyone can have the distinctive appearance which
fresh-looking Neckwear gives to the costume. These are
specially priced $2.75 and $2.95. Guimpes of white, cream
and ecru net arc attractively finished with lacc and lacc-
frimmed frills. They have the underarm gore which adds
greatly to making them well-fitting.

Fine Silk Blouses Priced Unusually Loin, $10.00. — Filmy
georgette, lace trimmed ,or Blouses of lustrous silk — all are
priced unusually low in this great selling. Over-blouses,
tie-on blouses and sports models are to be had in many
attractive styles and color combinations. Unusual for the
low price of $10.00.

Afternoon Gowns for Women and Misses. — Afternoon
gowns are taking on new importance in society these days
of tea dances, daytime receptions, weddings, "coming out"
luncheons and the like, when both matron and debutante are
anxious to appear at their smartest. We are emphasizing
our collection of lovely Afternoon Frocks of the fashion-
able fabrics — Velvet, Crepe Satin and handsome Wools, such
as Tailored Tricotine — a range of accepted styles, each dis-
tinctively patrician, most moderately priced at — $95.00

Christmas Hosiery. — Never has a Christmas shown such
an interesting assortment of Hosiery styles to satisfy every
varj'ing taste. Embroiderj', fine lace, beautiful Jacquard
stripe or smart wool offer many a Christmas suggestion.

Christmas Hosiery. — Beautiful Lace Hosier)- has made
hosieiy a more popular Christmas gift than ever. There is
such a wide selection offered that every taste and pocket-
book can be studied. An early section is advised while the
stock is complete.

Embroidered Silk Hose. — Hosiery with novelty features
always makes most attractive gifts, and is especially appro-
priate for holiday suggestions. We are showing embroi-
dered Silk Hose with lisle tops and soles, in a variety of
patterns, including clox, birds and flowers. Full fashioned,
these are good values at $2.75 and $3.

Neiu Sweaters of Soft Wool. — It is no light touch Jack
Frost is using to convince us that Winter is really coming.
The coziness and warmth of new Sweaters, however, make
his advent welcome. The Sweater on the right is of brushed
wool, tuxedo collar and cuffs of plain, fine weave, contrast-
ing color. The other has extra-wide, brushed-wool tuxedo
collar, the body of fancy weave. Specially priced $13.75.

Silken Undergarments, Feature Lovely Qualities at Special
Prices. — Simple or plain, tailored or lace-trimmed, all of our
Undergarment assortments show the two most necessary
requisites for every woman's approval — fine quality materials
and careful workmanship. Of course, difference in the prices
means a difference of quality, but you will find that every
collection in the Section represents the best values that can
be offered for the price. Today arc offered some vcr\- spe-
cial values in the following assortments :

Pascitiating, New Neckwear. Assent-hied for Special Sell-
ing, 65r to $2.75. — Dainty Neckwear holds sucli a prominent
place among women's accessories, and the pieces in this col-
lection are such wonderful values that they will be eagerly
seized. There are collar and cuff sets, guimpes, vestees,
fichus, modestic-s, stocks, and jabots. Materials arc net,
organdie, batiste, satin, and tricolcttc. From a large collcc-

tion are : Four styles in Bungalow Aprons, $1.98, regularly
$2.48. The wearing of any one of these trig looking models
would seem to make housekeeping more attractive — surely it
would be efficient! Fashioned of checked or striped percale
and ginghams — good qualities. In slipover, V neck, square
and round neck styles. Some trimmed with rickrack braid.

Misses' Wraps Will Defy the Coldest Winter, Just a Few
of Many Attractive Wraps Are Sketched. — When Winter
comes round you need a Warm Wrap as smart and becom-
ing as it is comfortable. This season they are "wrappy"
affairs with deep collars which give warmth even in the
coldest weather. The materials are soft and of excellent
qualities. Sizes 14 to 20.

In the Lamp Section. — The Lamp Rooms are the most
attractive little nooks ! There is always either a new candle
shade just in from Paris, or a Boudoir Lamp of lovely por-
celain, or a new idea for Table-Lamp Bases. The rooms
themselves, planned especially for the showing of Lamps in
proper surroundings, are very attractive.

Waffles! Hot, Crisp, Tender Waffles! — On a cool morn-
ing, when there's more than a hint of frost in the misty
air. Waffles seem particularly a fitting part of the scheme of
things. Irons for baking old famihar round Waffles, of iron
or aluminum, for gas or coal fire, oblong moulds for elec-
tricity.

$4 Heavy Fleece Cotton Blankets, $3. — Fluffy and warm
in this chilly Autumn weather, when a morning is often a
cold surprise and you concur with Harry Lauder's refrain,
"But it's nicer to stay in bed." Fleecy soft — and blankets
that remain so after repeated washing — in white, with pink
or blue borders. The values are too evident upon inspection
to require much sales effort on our part.

Your Luggage Is Your Passport. — Substantial, good-
looking luggages assures you of interested service en route,
and often secures accommodations .when they are difficult to
obtain. And the convenience of well-designed Trunk or Bag
has more to do with the success of a holiday than you prob-
ably realize. If you are taking part in an annual Thanks-
giving home-going you will be interested to see our complete
displays. A new section for Trunks and Bags has been
established in The Store for Men.

Quality. — So firmly is the ideal of Quality implanted in
our organization, that it comes first in mind in the acquisi-
tion of merchandise. In consequence, there is nothing in this
Store that savors of the cheap or tawdry. Whatever you
pay, you are sure to reach the highest plane of Qualitj-
possible with that price. In this store Quality enters into
every transaction.

Misses' Frocks of Velveteen, and Fine Serge, Low Priced
at $40 and $50. — Such frocks as these and such pricings make
possible the most delightful sort of replenishment at a saving
which is a substantial start toward the next new frock.

Black Apparel. — It is a convenience to know that one
may select an entire wardrobe of Black Apparel in a single
section. The carefully chosen assortments comprise the new-
est modes in Suits, Wraps, Blouses, Skirts, Sweaters, Hats
and Veils, and the quality of the materials is most depend-
able. A complete range of sizes in all garments is found.

Collars or Collar Sets, 65c to $1.95.— The charm of fresh,
dainty Neckwear is everlasting, and its becomingness unques-
tioned. These excellent values in satin, net and organide
Collars and Collar Sets come in all the prevailing styles and
are lace trimmed or plain.

Linings — Prices Adjusted to Lowest Cost of Production.
— Today we begin a selling of cotton materials for linings,
petticoats and lingerie— a lavish variety of plain and fancy
materials — at prices unheard of for a long time. The re-
lining season is at hand. The materials here, perfectly adapt-

ed to the purpose, come at a timely moment. The excep-
tional values offered in staple merchandise of first quality
are an expression of our policy to give our customers the
widest latitude for economical buying. The goods offered
are adaptable to many uses not ordinarily associated with
Linings — such as bloomers, camisoles, rompers, girls' gymna-
sium suits. They present a wonderful opportunity to create
welcome holiday gifts involving little outlay. This is espe-
cially true of the Cotton Charmeuse,. adaptable for camisoles,
bloomers, etc. Some idea of the values:

Black and Colored Chiffon Velvet, the Yard, $6.75. — A
value of most emphatic interest is presented in this collection.
Every woman recognizes the desirability of a velvet dress,
its beauty, its becomingness, its wearing quality and, above
all, its suitability for so many occasions. This Velvet is an
exquisite quality, for either frocks or wraps, and in addition
in black, always popular, there are many attractive colors.
38 and 40 inches wide. The value is one which you will fee!
you cannot afford to miss.

Women's Winter Suits at Reduced Prices. — The Suits
in this interesting collection include the season's newest de-
signs fashioned from lovely fabrics in rich Autumn color-
ings, as well as navy and black. Because there are only one
or two remaining in each style, in order to clear the stocks,
these very desirable Suits are greatly reduced. All are ex-
ceptional values and have sold at much higher prices. These
are Short, Medium, and Long Coated Suits. They are either
fur-trimmed or plain, in duvetyn, duvet de laine, velour de
laine, and veldyne, and may be had in the new Autumn
shades of blue and green, also navy, brown and black.

Woolen Gloves, a Most Comprehensive Assortment. —
Warm gloves are as necessary in cold days as lemonade is
in summer. Not only for all kinds of sports, from walking
to flying, but for general utility wear nothing is quite so
satisfactory as the wool glove. We are glad to announce
for the opening of November an attractive collection of wool
gloves at very low prices.

A Muff Is Easy to Make. — All you need to do is to add
fur to the outside of a ready-made Foundation which is
otherwise complete. The better Foundations are stuffed with
eiderdown and lined with fine satin. All are covered in
cambric to prevent the down or floss coming through. Prices,
$1.25 to $7.50.

Corsets, $2.48. — Pretty and practical white brocade cor-
sets for day-today wear. These corsets at Monday's popular
price ought to hurry out new owners. Designed in low bust
models with long skirt ; well boned and finished, with six
garters; daintily trimmed; sizes 21 to 26.

All Millinery, on Display in the Southwest Room. Vi off
Regular Price. — Every Hat on display in the southwest room
of the millinery section, including Sports Hats, Street Hats.
and dress models, will be offered regardless of former prices,
at a considerable reduction of one-third. In our popular
priced section Hats many of which have sold up to $25 are
selling for $7.50, $10.00 and $12.50.

Bright Toques, for Wear with Furs — Warm, glowing
colors in a smart little Toque are very becoming with the
soft, dark furs of Winter. Some charming little Toques are
all of ostrich, while some are ostrich trimmed and decorated
with a stunning pin. Gay flowers bloom on others. Many
are in "Volcano," the newest shade for Winter. $18.50 to
$40.00.

New Winter Hals with Cut Steel and Beads. — It would
he difficult to find more charming Hats than those shown
in the displays of new winter Millinery. Youthful in design,
thej- suggest all that is lovely in novel trimming, in bows of
fur, cut steel, jet bands and rhinestone pins.

cMe^chants <^ecord
and Show Window

An Illustrated Monthly Journal for Merchants,
Display Managers and Advertising Men

COMBINING

"Harmon's Journal of Window Dressing" - - Established 1893

"The Show Window" - - - ' - - Established 1897
"The Window Trimmer and Retail Merchants

Advertiser" Established 1903

"Merchant and Decorator" .... Established 1905

Published on the Fifth of Every Month hy

The MercKants Record Company

J. F. Nickerson, President and Manager.

Edw. H. Fox, Vice Pres. and Adv. Mfer.

T. A. Bird, Mfer. Service Dept,

5707 West Lake Street - - CKica^o, Illinois

City Office, Room 511, No. 163 West Washington St.

Telephones, Austin 1303 - 1304

EASTERN OFFICE:

Suite 5001 Woolworth Building,
Telephone 7363 Barclay

New York City

OFFICIAL ORGAN

International Association of Display Men
Kansas Association of Display Men

**C0ntributors of photographs should obtain_ duplicate prints if
desired for their own use, as photographs entered in contest cannot be
returned.

**When ordering change of address, subscribers should give both
OLD AND NEW ADDRESSES to insure proper recording on our
mailing list.

**Copy for advertisements should be in the publisher's hands not
later than 20th of preceding month to insure position in current number.

* Copyrighted by the Merchants Record Company

December, 1920

Sale Windows

JANUARY, the month of sales is just around the
corner once more and the display department can
look forward to a lot of strenuous hustling from the
time the christmas displays are torn out until the
spring windows are in. Most displaymen regard
January sales windows with small favor. Much mer-
chandise must be shown ; windows have to be changed
often and there is little opportunity to do any real
display work. That is one way of looking at it and,
in a good many stores, it is the only way. In other
stores, and their number is growing, there exists a
different idea of January windows.

There is no reason why goods should be made to
look cheap just because prices have been marked down,
yet that is what happens during January in many
stores that at other seasons are particular as to their

windows. There seems to be a rather well estab-
lished tradition that in January "PRICE" is the
whole thing. As a consequence, "PRICE" is allowed
to run away with things and values are not given
the prominece they deserve and should always have.

In many stores there seems to exist the idea that it
makes little difference how goods are shown in Janu-
ary so long as the price is played up strongly. Flashy
show cards, the bigger the better, shout prices than can
be read across the street. There are big banners inside
the windows and pasted on the glass outside, all of
them telling of the wonderful prices and the savings
that are offered. Apparently, the merchandise is made
secondary to the price cards in the windows.

The effect of this way of using the windows is to
cheapen the goods. Merchandise should always be the
first consideration in the show window. No matter
what the occasion is, the goods should be displayed to
make them look their best. After all, price is only
relative and means nothing except when compared
with the value offered.

Practically all of the people who patronize January
sales are looking for unusual values and mere cheap-
ness has no appeal for them. It is therefore up to the
display man to show merchandise in such a way as to
bring out values as strongly as possible. In other
words, he should use the same cards in his January
windows that he would at any other season. Handle
the goods carefully and don't crowd them.

This is especially true of ready-to-wear for men or
women. This class of merchandise is very easy to
"cheapen" in the window. On the other hand, it is not
at all difficult to add a few dollars to the looks of a
suit by pressing it up and bringing out all the good
points in the way any clever displayman knows so
well how to do. Even in a sale window it will pay to
take pains.

And do not crowd the display too much. It is better
to show a moderate amount of merchandise and create
an impression of real values than to show twice as
many and make the display look cheap.

Advertising Furs

GBE custom of advertising furs under their real
names is growing more prevalent. Years ago
it was the prevailing custom to sell common furs
under all sorts of high-sounding names that were
more or less misleading according to the character
of the fur. Many persons having little knowledge
of furs benight muskrat or rabbit under the delusion
that they were purchasing sealskin. Dozens of
other plcbian skins paraded under equally aristo-
cratic names and even high class stores justified
actual deception under "commercial custom."

Some merchants continue to make the most of
the public's rather general lack of knowledge con-
cerning furs but in most good stores Hudson Seal

is further described in parenthesis as "dyed musk-
rat;" Near Seal is parenthetically identified as
"dyed corey," and so on. Salesmen are instructed
to explain fully to the customer all about furs and
the various processes used in their handling and
dying. As a consequence, when a person purchases
a fur coat, muff or neckpiece in a reputable store, he
knows just what he is buying.

The same principle is true of other kinds of mer-
chandise that once masqueraded under various com-
mercial terms ingeniously devised to mislead.
There are still plenty of fakers in advertising, espe-
cially in the larger cities, but their number is grow-
ing less with each passing year. As conscientious
advertisers grow in number, they serve to enlighten
and educate the buying public as to questionable
trade methods and it becomes more and more diffi-
cult to mislead. After all, advertising is only of
value in proportion to the credence people place in
it. The truly wise merchant is he who builds up a
reputation for dependability.

Demonstrating Merchandise

THERE can be no doubt as to the real selling
value that lies in a practical, working demonstra-
tion of some lines of merchandise, yet many mer-
chants take advantage of this selling factor only in
a limited way as opportunity may present itself in
the form of an occasional manufacturer who is will-
ing to furnish a demonstrator. In most big stores
there could be found constant profitable employ-
ment for a number of skilled demonstrators capable
of showing various lines. This is particularly true
of household utilities.

In the big cities, public utility corporations such
as electric and gas companies have developed dem-
onstrating into a science. Practically all of their
sales of household utilities are made through clever
demonstration and such sales run into enormous
totals. There are many stores that could employ
this principle of selling to better advantage than
they now are doing.

If manufacturers' demonstrations are to be used
it will usually be found more effective to conduct a
number of "shows" concurrently as it is much easier
to pull a crowd when a variety of interests are
served. In some stores it is a custom to conduct
demonstrations of this sort several times each year
through the cooperation of manufacturers. These
events are arranged for months in advance and gen-
erally prove highly successful in making sales.

IT IS none too early to be planning spring dis-
plays. Get started early and get the plans under
way. Then you will have plenty of time to revise
and improve. Some foresighted display men have
their plans made a year ahead.

Our Monthly Contest

MERCHANTS Record and Show Window awards
a beautifully engrossed Diploma of Award each
month for the best photographs submitted. Any dis-
play man is eligible to enter photographs in this com-
petition. Awards for 1920 have been made as follows :

Ellsworth H. Bates, Bloomin^ton. III.

W. C. Grams, Denver, Colorado

F. B. Waldo, Boston, Mass.

T. H. Roy, Quebec, Canada

William H. Richardson, Sidney, Australia

Homer H. Seay, Charleston, W. Va.

John L. Stark, Portland, Ore.

A. W. Brown, Ottumwa, la.

Henry Sherrod, Louisville, Ky.

Fred. Ash-field, Ottawa, Canada

Our Service Department

Please send us any information you may have cover-
ing the subjects checked on the following list:

Store fronts

Outside Show Cases

Show Cases

Clothing Cabinets

Elevators

Store Seating

Lace Racks

Rug Racks

Curtain Racks

Backgrounds, Ornamental..
Backgrounds, Hardwood..,

Cash Carriers ,

Cash Registers . . . ,

Delivery Wagons

Delivery Trucks

Metal Furniture

Shelving

Wood Display Fixtures

Write in names of subjects not listed.

Metal Display Fixtures..—

Wax Figures

Papier Mache Forms

Electric Signs

Store Lighting , .

Window Lighting

Show Case Lighting

Color Matching Lamps....
Papier Mache Decorations.

Artificial Flowers

Card Writer's Supplies

Valances

Soda Fountains

Store Ladders

Air Brushes

Wax Figure Repairs

Floors for Show Windows.

We expect to build ( ) Remodel ( )

Date

Name

Address

Dimensions of Store

Cut out and maH to Service Department, Merchants
Record Co., 5707 W. Lake St., Chicago.

mm '^.

mm^\[m\mMm(.<.m(,m{m{Km{{{mwmo^9!^r^'s^

How to Make Show Cards

Practical instructions covering the fundamental
principles of the department store card writer's
work with suggestions from experienced show
card men as to the best methods and tools to use.

BC=oo=ia

Conducted by G. Wallace Hess

This department is a regular feature of Merchants Record and Show Window, All of our readers are invited to submit <u manf
Questions as they like. Inquiries received prior to the twentieth of each month will be answered in the following issue.

IF the lettering fraternity around the country
in general is being worked as hard as that por-
tion of it located in the big cities, it will be well
to g^ve a little more attention to January sale signs
this year.

It is hard to find any store windows in Chicago
and its environs, outside of the big stores, but what
contain big paper streamers announcing "cuts in
merchandise," "Pre-war prices on, etc," "Every-
thing reduced," etc.

Good bond wrapping paper as comes in rolls is
good for this purpose. Lettered with japan colors
and camel's hair japanner letterers in quills, the
paper will not buckle. If a round Egyptian or block
type of letter is used you will find it easy to air-
brush.

Paper letter with water colors is bound to
wrinkle badly — hence japan colors have the call
here.

In nearly every department store there are gen-
erally one or more departments that suffer in
Christmas shopping. Again there will be other
departments that have special sales of the new
spring goods beginning in January. Remnant sales,
linen sales, muslin underwear and others come in
this class.

It is good business policy to scatter a few large
signs around that portion of the store where the
most people are to be found during the Christmas
rush announcing the January linen sales, the clear-
ing sales or any special drive — stating the date of
the opening of sales. I have never yet seen a busi-
ness depression but what cardwriters have it hard.
The cue is, in such times to "Get a sign on it."

Some firms are charitable in a measure, during
a stress of work and will allow captions to be
printed on cards and if a silk remnant, a dressy
goods remnant, a linen sale or any other, is using

large numbers of signs, the caption should be print-
ed in upper left corner in type that meets your
approval. Hard to beat the Devinne for this
purpose.

These things should be done now. Generally
during the heavy buying of the last week before
Christmas there is a lull for the trimmer and
cardwriter. This period should be devoted to get-
ting out signs for the new year.

All holiday signs should be removed the morn-
ing of the twenty-seventh of December. Qean ones
that can be used next year should be wrapped up
and marked with department number on same.

If that's too much work, don't waste any time
now throwing them unwrapped in some dusty cor-
ner— fire them into the paper baler at once.

I was in my printer's office a few days ago when
his son walked in and handed him a hundred dol-
lars in currency. He looked disappointed and turn-
ing to me said, "John has just came from the main
post office for five thousand return post cards and
they told him they didn't have them and didn't
know when they would have them — probably in
six months. Paper is scarce. We don't care how
we waste it. It's been the same with all our na-
tional resources and the time is coming when we
must pay for our folly. Cardboard based at eight-
forty a hundred for six ply in Chicago should not
be wasted.

You will find some merchants who want a big
card or price ticket — it's in their blood — no use
trying to change. They would sooner see a big
eleven by fourteen flopping over on a showcase than
a five by seven standing straight up. Go into the
aisle of a modern store, tell me why it is necessary
to have a big sign when a small one will do just as
well. A person is within a few feet of it, then
passes out of its sight. The first floor of any high

class store can be made look a thousand per cent
better by cutting out all quarter sheet cards and
using five by sevens or seven by elevens.

If you doubt it, notice Field's, Mandel's, Car-
son's or other high class stores. That's one way
to save.

Another store features silk remnant sales. Many
of these signs have no prices and as the sales are
generally semi-annual, it follows that many of these
can be used again. Big stores as a general will
charge all signs up to departments using them and
this is a bonafide charge which shows in month's
business.

This makes them take care of their signs, effects
a saving and lightens work in the sign-room.

In more than twenty years spent as a letterer
I can truthfully say I have never seen work as
heavy as now.

Knowing no rest myself, taking no work ex-
cept from my own patrons, I have offered shops
running six and seven men, work at good prices and
found them in the same condition.

If you place a value on signs, if you must move
after Christmas goods, be forewarned, don't wait
till January first to think of January sale signs.

iPGdati/ulDnQ qT

fb/?\/onEN

By Geo. Foster for Browning King & Co., St. Louis
A Prize Winner in the Estekbrook Pen Contest

NATURES
n Q 9 X
BEAUTIFUL^
GIFT

rciuicr IN aiTTiNc

By Geo. Foster for Browning King & Co., St. Louis

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ONE big State street store maintains a section
that is used exclusively for the demonstration
of schemes for table decoration. Several tables of
different sizes are constantly kept decorated for oc-
casions of various kinds. Each table is set complete
with all of the accessories from linen to the smallest
detail of silver or glassware. Special decorations
are designed for current local events as well as for
calendar events and special menus are also fuV-
nished. Naturally the newest ideas in table decora-
tion are exhibited and much interest is shown in this
service.

HELPING Chris,tmas shoppers to make their gift
selections is a service that generally is appreci-
ated if done in a really efficient way. The Denver
Dry Goods Co. is using a scheme that is getting good
results this season. "Gift Granny's Chimney Corner"
is a department intended to help the puzzled shopper
who has few or many gifts to make. Customers are
invited to call or send to "Gift Granny" a list of names
and addresses of persons to whom they expect to make
presents. "Gift Granny" secures a list of desired
things from the prospective beneficiaries. This list of
acceptable i.tems with colors, sizes, etc., may be studied
at leisure and purchases made. Naturally, "Gift
Granny" keeps secret the names of inquirers.

Skeleionized clolKes/Sr
n\er\. are designed to ^ive
iKe i^rea.test decree o/cool
conOSrt totKeweaier-doivt
;Sr^et."skeletof\ized* meai\s
oivly iKe liivin^s le/t out-tKe
sturdy /ramewotk remair\s.

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dawn bij briJc; lo cbij
aronctmcKlytfepbin
bandcirdd hutst^lodo-
mands omamcnM Aas-
ing in the symbolic dc-
siljns. (!)raiij!o Blossom.
JUijrtlo loiivw combin-
ed uiith small diamonds.

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Illustrated Cards by B. A. Rainwater, St. Louis, Prize Winner Class 41, I. A. D. M. Contest

Examples of Decorative Cards by H. H. Seay

Hardware Specialty Display

W. Guy Warner

NOT SO many years ago, when a stove, trunk,
or refrigerator display was assigned to him,
the displayman instinctively followed with
the exclamation, "Good-night." Incidentally, the
buyer of these departments usually made the same
remark when he saw the window. Today, however,
we find the displayman showing an entirely dif-
ferent feeling when such windows are assigned to
him.

Until a few years ago the windows for such dis-
plays were usually the most difficult ones in the
store to get at. As a rule, the window used for
this class of merchandise was behind the elevator
shaft or above the entrance of the store. Then,
too, the displayman had to get the merchandise
down from the department and into the window
the best way he could. If, by chance, he had help,
it was through an especial appeal made to one of
the managers.

But today the displayman is not required to do
this heavy work, especially in the larger cities. He
is by far too busy and too much is expected from
him to be wasting his time lugging trunks or stoves
about the store. Departments handling merchan-
dise of this class are so managed that they usually

have a force of men, trunks and other equipment
necessary to facilitate this kind of work. On the
other hand, the displayman today must be an artist
in his work, and is recognized as such. His em-
ployer understands the displayman's business well
enough to want him to be studying and planning
his displays rather than doing porter work. Study-
ing merchandise that is to be used for a display
is a big factor in the success of the display in the
window, not only from the artistic viewpoint, but
also in the matter of selling.

The writer has found that trade journals are a
wonderful help in all kinds of display and the sug-
gestions that are printed with reference to one arti-
cle will quite frequently apply equally well to an-
other, so far as the general principles of window
salesmanship can. Another source of information
as to displays of such articles as stoves, refrig-
erators, and other articles that are not so often seen
in the window, is an advertising matter that is sent
out by the manufacturer. This publicity matter is
usually worked out by a clever advertising man
who fully understands all the talking points of his
product, whatever that may be, and if the display-
man will inform himself as fully as possible he will

An Attention Getting Display by W. Guy Warner for Detroit City Gas Co.

be able to bring out these selling points in his dis-
play. Practically every advertised article has some
salient feature or features that may be made the
basis of a good display. Sometimes these points
may be brought out in the display itself, but again
they may have to depend upon the show card for
emphasizing the point.

Perhaps you have noticed during the past year
or so the cleverly designed and very attractive

This Display Caught the Eye

displays that are being made by stove, furniture,
piano, and phonograph companies. The firms have
at last realized the importance of an attractive show
window, and they are making the most of their
opportunities. Space crowded with show cards is
coming to be a thing of the past. While a few
stores continue that style of so-called "advertising,"
they are gradually growing less in number. Any
merchant who fails to make the most of his window
displays will only have to compare the business
done by his store and that of the one that makes
good displays to understand the real results ob-
tained from showing merchandise in the window
properly.

Recently I noted a well-known stove company
had a brightly colored reproduction of a bird sitting
on one of the stoves in the show winodw. This
bird, to me, appeared extremely grotesque, yet I
felt it was there for some very good purpose. I
stopped to see what the efifect would be on the
average passerby, and to my surprise two out of
every three gave it a glance and turned to look
again, which usually brought them up to the win-
dow to see what it was all about. This little idea,
while it had no connection with the article on dis-
play, served the purpose of drawing people to the
window, through their inherent inquisitiveness, and

their interest was automatically transferred to the
stove in the window and the signs that informed
them that it could be purchased on small monthly
payments.

The displays that are used in connection with
this article show how it is possible to create an
interest in the articles that are usually not displayed
attractively in show windows. In the larger en-
graving is shown a gas stove display that attracted
much notice. The background of this window was
a deep maroon velour with a heavy cream colored
fringe at the bottom. The curtains at the side were
of gold velour with two large cords and heavy tas-
sels hanging from the top. A clouded maroon pa-
per was used for a floor covering. The fancy figure
holding the show card was painted in poster colors
by the displayman and cut from wall board. The
stove used in this display is a gray and white, fin-
ished with nickle plated trimming. The general
purpose in his display was to create an impression
of a stage setting, and with this in view, the stove
and cutout were brilliantly lighted from above and
by spotlights placed on the floor behind the front
curtains. The whole efifect was excellent from an
advertising point of view.

In the Detroit "Citigas" Special display the sil-
houette idea was used to suggest the efifect of natu-
ral surroundings for the stove shown in the back-
ground. The table with cooking utensils, and the

A Striking Effect by VV. Guy Warner

woman at the left, also the chair and kitchen cab-
inet at the right were all cut out of wall board and
painted black. When the window was illuminated
this made quite a striking effect, as may be judged
from the photograph. It will be noted that the
silhouette decorations are purely incidental and in
no way divert the observer's attention from the
main purpose of the window, which is to show the
stove.

The Kompak Automatic Water Heater display
was also made by the writer for the Detroit Citigas

A Gift Display by Clement Kieffee, Jr., for C. A. Weed & Co., Buffalo, N. Y.

Company. This was highly effective, especially
when illuminated at night. It represented in a gen-
eral way a large picture frame made of black velour
in the center of which stood a water heater, which
was set off by a background of white tile wall-pa-
per. The large sign "Kampak" was cut from white
cardboard and glued to the window glass, as like-
wise was the small sign below. The black velour
made the cutout signs stand out quite prominently.
A spotlight directed upon the heater from below
gave it unusual illumination when supplemented by

the regular window lights. These are only every-
day examples of what may be done to create in-
terest in lines that are not usually exploited to
advantage in the display window.

In every city there are various stores that could
make window displays and would be glad to do so
if they were shown. Banks, real estate firms, public
service corporations, and many others could ad-
vertise their business with excellent results if they
went at the matter systematically and adopted a
regular schedule to be handled by a capable dis-
playman.

A Phonograph Display by R. O. Johnson for Commonwealth Electric Co., Chicago

39-

^i^ W^indow Display Contest

THE National Shoe Retailers' Association is to
hold a notable meeting in the Auditorivim in
.Milwaukee, Wisconsin, January 10, 11, 12, and
13, and judging from preparations which are now well
under way, this convention will be one well worth
attending by any displayman who can conveniently
manage to be in Milwaukee at that time. This con-
vention is to be much more than a series of exhibits
of footwear. More than five hundred exhibition
spaces have been sold, and it is estimated that most
of the exhibitors will spend from $2,000 to $4,000 on
their exhibits, most of which will be in the form of
window displays, using the most modern show window
equipment and handled by expert displaymen. For
example, the Philadelphia exhibitors will have twenty-
three regular show windows and one model window
for demonstration purposes. It is estimated that each
exhibitor will expend in the neighborhood of $3,000
on his display.

A model shoe store will be one of the important
exhibits and educational features of this meeting.
This store has already cost more than $16,000. The
front alone cost $4,000. There are seven windows in
this front and they are as handsome in design as could
be devised, regardless of cost. The interior of this
store is finished in solid walnut. It will contain a
complete repair department in working order, a com-
plete general office showing the methods of book-
keeping, stock keeping, accounting, exchanges, credits,
advertising, etc. The demonstration with the aid of
trained actors and actresses will show every step in
the ordinary routine of running a shoe store, with the
exception that all of the details will be handled to show
the right and the wrong way of handling customers.
An abundance of entertainment has been arranged
for, including Palm Beach scenes, a style show illus-
trating the most modern bathing suits and shoes, an
original Japanese garden of a sort never before shown
in this country. The decorations for both the Palm
Beach scenes and the Japanese garden are being cre-
ated by the best scenic artists in America. In fact, so
far as entertainment is concerned, there is to be every-
thing from a three ring circus to grand opera, in-
cluding the greatest singers, dancers, and other
performers. Seven bands have been employed by the
convention.

The most interesting feature, however, from the
viewpoint of the displayman will be a series of window
display demonstrations. A model window has been
built of about the usual size for the shoe store. In
this window well known displaymen from all over the
country will give talks and demonstrations. They will
show and demonstrate the latest display fixtures,

flowers, backgrounds, and draperies, and in fact every-
thing that is used in modern window display. There
will l3e a different talk and demonstration each hour in
the morning and evening. Three valuable trophies have
been offered for the best displays made, and anyone
who wishes to can enter the contest. Display material
of every description will be available and any quantity
of shoes will be on hand for the contestants to use if
they care for them.

Three unusually handsome silver cups are to be
awarded for the best demonstrations and it is expected
that scores of well known displaymen from all over
the country will take part in this competition. Many
of these also will make informal talks. The committee
having in charge this feature of the convention wishes
it made as plain as possible that both the "talks" and
demonstrations made by the contestants will be han-
dled in an entirely informal manner. It is not ex-
pected of the men that they are trained orators, and
they are only asked to get up and show their methods
of window display and tell about them. The ones
who do this best will receive the prizes.

Displaymen who are contemplating entering this
contest are requested to notify Guy Malloy, Director
of Window Displays, the National Shoe Retailers' As-
sociation Convention Committee, 224 Plankington Ar-
cade, Milwaukee, Wisconsin. This notification should
be made well in advance of the convention dates, in
order to facilitate the program arrangements.

Practically all of the leading manufacturers of dis-
play fixtures and window equipment will have exhibits
at this convention, and it is estimated that at least
ten thousand merchants and displaymen will be in at-
tendance. The program committee has been doing
wonders in the way of preparations^ and it is promised
that this . will be the greatest convention of retailers
ever held in this country. If the displaj-man lives
within three or four hundred miles of Milwaukee,
it will pay him very well to attend this convention,
not only for the information he will receive in refer-
ence to the display of shoes, but the general educational
value that will be gained from the meeting, through the
unusual efforts of the committees.

Handsome Holiday Displays

THE HUB clothing store of Chicago has an ex-
ceptionally handsome and effective holiday
treatment in its show windows this season. It is
essentially different in various ways from anything
seen in State street heretofore and is attracting a
good deal of notice, not only from the public but
from displaymen and merchants. The designer has

caught the true Christmas spirit and has expressed
it in a manner that is both original and unusually
effective.

The setting is Gothic in style and the treatment
is strictly conventional but the color scheme gives
to it a soft warmth and richness of effect that is
thoroughly in harmony with the holiday season.
In each of the windows is a series of three Gothic
panels, all of them being handled in the same gen-
eral style but with variations. Each of the panels
has straight sides which curve together into a point-
ed arch that vaguely suggest an old cathedral
window. The middle panel is considerably wider
and taller than those at the sides and in the top is
a quarterfoil that emphasizes the Gothic character-
istic of the design. The frames of the panels are
finished in a dark bluish color that suggests stone
but does not try to imitate it. In some of the
angles a deep vermilion touch has been given to
add a contrasting bit of color. The smaller panels
are treated in the same way but are without the
quarterfoil design.

The chief feature is the illuminated painting
that completely fills the frame of each panel. These
are painted on translucent parchment which has a
slightly variegated or cloudy color. The designs
are conventional treatments of the holly and poin-
settia drawn and colored in the same general style
as was used by the ancient illuminators of books
and manuscripts.

At the back of each panel are electric lights with
a diffusing arrangement which distributes the il-
lumination evenly and produces a remarkably fine
effect. The parchment paintings stand out with a
fine mellow glow that is wonderfully pleasing. The
paintings are done in transparent colors which are
brought out admirably by the soft illumination.

At either side of the group of panels is placed a
conventional Christmas tree in a box that also is
designed on Gothic lines and colored in the same
effect as the frames of panels. The trees are made

FURNISHING the home has grown to be a recog-
nized art and people of means are much more
careful in the selection of furniture, carpets, etc.,
than they once were. For this reason, it is worth
while to cater to those who appreciate the import-
ance of having their homes furnished as they should
be. In this connection, Marshall Field & Company
of Chicago advertises a new "Consulting Decorative
Service" as follows :

To eliminate as far as possible the difficulties in
selecting furniture and to give to all who desire it
the benefit of expert advice in the planning of their
home furnishings, a New Service has been opened
in our Furniture Section.

It commands the services of a group of decor-
ators who have made a study of city homes and
.apartments, and has a group of small rooms in
which "set-ups" of the Furniture, Riigs, Fabrics,
even Pictures, China and other decorative adjuncts
can be made, to facilitate decision and to give a
concrete idea of just what the newly furnished room
or home will look like.

There is no charge for this service, and consulta-
tion with it entails no obligation whatever.

TELEPHONE orders have been made highly
profitable by some merchants. All stores, of
course, do more or less telephone business but the
one that goes after this class of trade and handles
it systematically, will pick up many orders that
otherwise might go elsewhere. In this connection,
arrangements for taking orders in the evening is a
convenience that is generally appreciated. Most
busy housewives do not have an opportunity to read
advertisements until after dinner and it is a real con-
venience to be able to call up at eight or nine
o'clock and place an order that will be delivered in
the morning. In many stores, evening operators
are on duty until 9 o'clock to receive telephone
orders.

of silver frosted green foliage trimmed with tinsel

and pine cones. This scheme of decoration is used 'X'HE Scotch Woolen Mills of Chicago recently

in the windows on State street and Jackson boule- ^ advertised a sale of suits or overcoats at $3.95.

vard. The entire design is carried out with truly
artistic understanding and the illumination is han-
dled with unusual taste and discretion.

While the idea lends itself especially well to a
holiday display, the same general scheme, with
suitable variations, can be applied to a window at
any season.

THE season of frosted windows is again with us.
Usually this trouble is due to faulty front con-
struction. A good, modern front is perhaps the
most important feature of any store — it is worth
every cent it costs.

The scheme was to offer a suit or overcoat at the
regular price of $39.85 and with every sale at this
price the customer was given another suit or over-
coat for only $3.95. The two suits might be bought
by one or two persons. This was, in fact a sale at
half price plus $3.95 providing two orders were
placed at the same time.

PALM BEACH displays have grown to be
regular events in the schedules of many big
stores. These displays follow quickly after Christ-
mas and the people interested are growing in num-
ber each year.

WATCH ST. PAUL IN 1921— LET'S GO!

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International CAssociation

First Vice-President

Edw. K. Lummus, Holidge's
Boston, Mass.

Second Vice President

Kau, M. Amdahl, The Palace,
Spokane, Wash.

Third Vice President

G. R. Macgregor, Hudson Bay
Co., Winnipeg, Canada.

Treasurer

L. A. Rogers, John D. Mabley,
Detroit, Mich.

display Men

President — Charles F. Wendel, The J. L. Hudson Co.,
Detroit, Michigan.
Secretary — T. Guy Duey, Wurzburg's D. G. Co., Grand Rapids,
Michigan.

An Educational
and Business Organization

Executive Committee

Richard Myers, The Emporium,

St. Paul, Minn., Chairman.

Program Committee

B. F. MiLLWARD, Mannheimer
Bros., St. Paul, Minn., Chair-
man.

Publicity Committee

James W. Foley, Chairman,

5707 W. Lake St., Chicago, lU.

Speakers Bureau

C. J. Potter, 231 W. 39th St,
New York, N. Y., Chairman.

Membership Committee
Carl Goettman, Joseph Horn
Co., Pittsburgh, Pa,, Chairman.

THE twenty-fourth annual convention of the In-
ternational Association of Display Men will
convene in St. Paul July 11th, 12th, 13th and 14th,
1921.

As chairman of the general arrangements com-
mittee, a few words at this time, I hope, will be of
benefit to those who are anticipating a visit to our
city and particularly to those who have not, yet,

iiminmiminiiimimiimiimiiuiiimiiuiiiiiiiiaiiiuiiiiiiiiniiiiiiiiniiiiiiiiuiiimiiniiiiiiiiniiiniiiminiiiiiiiiiiiiiimniiihnniniiioiimiimii^^

A Message From Millward

far from being discouraged with the vast amount of work
required to equal that convention, it inspired us to greater
efforts in securing the convention and to make the one to
be held in St. Paul a greater one, if possible.

This we are going to do! We say this not in a boast-
ful spirit for we realize fully the size of the job we have
undertaken and at this time I am glad to state that we are
thoroughly organized and each commitee is working and
I believe that everything has been done up to this time
that it is necessary to do.

Now, a foreward as to what we are going to do. First,
in regard to the educational features of this convention.
This will come foremost above all else and, from the
reports I hear from the Program Committee, the list of
talkers and actual demonstrators will surpass anything
yet given at a convention. More lines will be demon-
strated this year than ever before and, what talks there
are, we hope to make short, snappy and to the point, as
we want more time taken up by the actual demonstrations.

The Program Committee is now getting up a list
of prominent display men who will be asked to make
demonstrations and practical talks at this convention and
we sincerely hope that no one will decline the opportunity,
if presented to him, to appear on the platform at this
convention.

The stage arrangement for the demonstrations in the
various lines of merchandise will be unique and we believe
distinctly new and will be appreciated both by the demon-
strator and his audience. The chairman of the stage com-
mittee, Mr. R. B. Meyers, has promised us something
entirely out of the ordinary and a pleasing surprise will
await the audience in lighting and artistic stage
arrangement.

Owing to the fact that Tuesday afternoon and evening
will be given to our neighboring city, Minneapolis, the
plans are now to have a night session on Monday evening
as the committees do not feel that any educational features
should be neglected for the sake of entertainment.

' In regard to the entertainment itself, I assure you that
the members attending this convention and their ladies
will be enertained fittingly as behooves St. Paul and Min-
neapolis. Both cities have a reputation for hospitality as

B. J. MiLLWAKD, Chairman Program Committee

made up their minds as to whether they will attend
this coming Convention or not.

I have attended conventions covering quite a number
of years and I believe that the best convention I have yet
attended was the one held in Detroit last July. They set a
pace there which will be hard to beat. We realized that,
the moment we entered the Convention Hall last year, but

I. A. D. M. Convention— July 11, 12, 13 and 1 4

WATCH ST. PAUL IN 1921— LET'S GO!

One End of the Auditorium Where the I. A. D. M. Convention Will Be Held.

can be vouched for by a great many conventions which
have made these tw^o cities their meeting place in years
past. The entertainment committee is working along
somewhat different lines and I feel very sure in stating
that no man or his lady will be disappointed in the brand
of entertainment which St. Paul and Minneapolis will
put forth.

I, now, want to speak of something which I think
will be of particular interest to the exhibitor who will dis-
play his product at this next convention. I have appeared
before the Minnesota Retail Dealers' Association, also the
wholesalers and manufacturers of the Twin Cities suggest-
ing to them that they devise a Market Week or Buyers
Week or call it whatever they will, but anything to get
their clientele in St. Paul at that time so that they can
partake of the educational features which we will have to
offer them.

These different bodies received this with a great deal
of enthusiasm which means that at least two thousand
merchants (I really believe more) will be in St. Paul that
week to look over the line of decorative accessories, and I feel
sure that the average exhibitor will realize, without going
into further details, what this will mean to him. It will
mean, also, a great deal to us display men. It will give
the merchant who has heretofore looked upon his windows
merely as a place to show goods occasionally, a proper
appreciation of what windows can mean to him if properlj^
taken care of by using the right accessories for displaying
his merchandise. It will mean that his windows will be
more of a selling factor in his business, and it will, also,
mean a greater appreciation on the merchant's part as to
what the profession of displaying merchandise means to
the retail trade.

I want to say that no one need hesitate over the mat-
ter of hotel accommodations or accommodations at the
Convenion Hall as they will all be taken care of properly,
but a word to the wise is sufficient and it is highly essen-

tial that display men wanting hotel reservations make
them as early as possible. A list of the hotels and their
prices will soon be published in the trade papers and we
hope that every display man anticipating coming to the
conventicm will send in his reservation, but there is ample

Fifth Street, St. Paul, Looking East. Building on Right

Is Auditorium Where Convention Will Be Held.

Hotel St. Paul at Foot of Street.

room for all in first class hotels and you will find the
prices are most reasonable.

I wish to, at this time, gratefully acknowledge the help
which we are receiving from the display men of Minne-

I. A. D. M. Convention— July 11, 12, 13 and 1 4

WATCH ST. PAUL IN 1921— LET'S GO!

PICTURESQUE SPOTS IN ST. PAUL, THE VACATION CITY

Upper Left: River View at Robert St. Bridge. Upper Right: Como Park Scene. Lower Left: View of Business

Section from Across the Mississippi River. Lower Right: This Is One of St. Paul's Bathing Beaches

apolis. They are working with us on every committee and
I will state without fear of contradiction when these two
cities start to do anything and work hand and hand as they
are working on this coming convention its success is abso-
lutely assured.

I have tried to cover in this article in a general way
what we have done and what we intend doing and we
intend to let you know from time to time as the different
plans mature as to the progress that is being made.

Space forbids me saying more except this: Make
up your mind that this Convention is going to be the best
and it is going to be worth while for you, personally, to
attend this convention which will be held in St. Paul
next July

LET'S GO! B. J. MILLWARD.

St. Paul, The Convention City

SAINT PAUL is not only known throughout this coun-
try as an important business city, but also is far famed
as a center for what is fast becoming one of the country's
greatest recreational and summer playground districts.

Surrounded with natural rugged beautj', with its hills, river
and lakes, this city stands preeminent as the most pic-
turesque city of the Middle West; the citj- best to live in,
and one of the healthiest cities in the world.

In the city's fifty-five square miles of territory, there
are today over eighty parks, large and small, with a total
of 1,700 acres. Como Park, a beautifullj' wooded area sur-
rounding two little lakes, has few rivals for beauty in
.\merica. At the opposite end of the city lies Phalen Park,
a stretch of natural forest surrounding one of a chain
of beautiful lakes. A large modern bathing house and
bathing beach provide entertainment for those who desire
this form of recreation. The lake is always covered with
small boats and canoes, and by means of a series of canals,
a course lying through half a dozen other lakes that dot
the northern borders of the city may be taken. In the
eastern part of the city, just where the Mississippi makes
a great sweeping bend before starting on its journey to the
South, lies Indian Mounds Park. Here may be found
several large Indian Mounds built long before any white
man had set foot in America.

I. A. D. M. Convention— July 11, 12, 13 and 1 4

WATCH ST. PAUL IN 1921— LET'S GO!

SOME OF ST. PAUL'S BEST KNOWN STORES
Top Row : The Emporium, Husch Bros., The Golden Rule. Center : Schuneman & Evans.

Mannheimer's, Ryan Drug Co.

Bottom Row : Bannon's,

The slow moving waters of the Mississippi have been
taken advantage of in many ways by the people of this
city. On an island in the middle of the river facing the
business section of the city, are famous free public baths,
one of the institutions of this city which has been widely
copied all over the country. Here are also well equipped
playgrounds and a zoo, making the island an ideal play-
ground during the summer months.

Trolley lines radiate from all points of the city and
there are miles and miles of beautiful roads leading to the
■suburbs and to scores of lakes lying within a short drive
from the heart of the city. North of the city are scores of
small lakes, offering excellent opportunities for real out-
of-door wanderings and fine fishing for the angler. On
a high bluff at the foot of which the Mississippi and Minne-
sota Rivers join, stands Fort Snelling, one of the largest
of the government military posts in the Middle West.
From Ft. Snelling it is but a short trolley ride to Minne-
haha Falls, far famed through l^ongfellow's well-known
poem.

Almost within the business center of the city are
located such buildings as the Minnesota State Capitol, the
State Historical Library, the great Cathedral, the Saint

Paul Listitute and numerous other institutions, which will
prove of interest to those who particularly fancy fine archi-
tecture, art, painting or historical material. Saint Paul
may well be proud of its position as a business and finan-
cial center, and as a gateway to the great Northwest. Yet,
in as great a degree may Saint Paul take pride in the
recreational facilities which it offers, and as the center of
the country's newest and greatest playground district.

St- Paul as a Business City

DELEGATES in attendance at the Annual Convention of
the National Display Men's Association will find a
modern up-to-date community of 700,000 people extending
a hearty welcome to them.

The City of Saint Paul occupies a strategic position
in the Twin City metropolitan district, which includes the
cities of Saint Paul and Minneapolis, West Saint Paul,
South Saint Paul and North Saint Paul. Saint Paul has
a population of 234,000 according to the 1920 census
figures. Minneapolis with its larger population of 380,000,
South Saint Paul with its population of 15,000 and the
other cities above mentioned, give the metropolitan dis-
trict a population of over 650,000.

L A. D. M. Convention— July 11, 12, 13 and 14

WATCH ST. PAUL IN 1921— LET'S GO!

Browning King & Co.

SOME BIG MINNEAPOLIS STORES
New England Furniture & Carpet Co.

Model Clothing House

Saint Paul, because of its strategic location, service
given by the nine railroad systems, and the progressive-
ness of its business men has become the distributing center
for the Northwrest. Staple lines in which Saint Paul is
pre-eminent from a distributing standpoint include gro-
ceries, boots and shoes, fur goods, drugs, various food
products, millinery, dry goods, hardware, hats and caps
and iron foundry products.

While Saint Paul is best known as a distributing
center owing to the early establishment of its jobbing
houses and the immense distribution made by them, it is
becoming more and more of a manufacturing city so that
at the present time it ranks as a manufacturing center of
the first class with a large manufactured product, the value
of which for 1920 amounted to over $150,000,000.

In the manufacture of furs, refrigerators, hoist
machinery and advertising novelties and numerous other
lines Saint Paul production exceeds that of any other city
between Chicago and the Northwest Pacific Coast. The
widespread activities of the industrial, commercial and
transportation interests of the city have made Saint Paul
one of the principal financial centers west of Chicago. It
has thirty-two banks with an aggregate capital of $10,000,-
000 with surplus and undivided profits of nearly $6,000,000.

As the center of an immensely productive region the
growth of Saint Paul and the agricultural development of
the Northwest are closely together. As the home of the
State Agricultural College with an attendance of several
thousand students and the location of the State Fair
Grounds, which house the greatest fair in the United
States, as the capital of the State and housing the State
Agricultural Departments, it is the educational center of
the agricultural interests of the Northwest.

Minneapolis

MINNEAPOLIS, twin city of St. Paul, presents as inter-
esting a merging of commerce and beauty as there is
to be found in any great city in America. It possesses
a multitude of natural attractions of surpassing charm and
an unusual array of activities and institutions devoted to
the artistic. It offers to the convention every metropolitan
facility for the successful conduct of business and in addi-
tion recreational and other advantages which will delight
and inspire every visitor to the T..A. D. M. convention.

Situated in the heart of vacation land, Minneapolis
offers every lure of the out-of-doors. Within its own
bounds it offers every attraction to the convention visitor
— yachting, canoeing, motor boating, swimming, and fish-
ing are to be enjoyed on waters and properties controlled
by the Park Board within a few minutes' ride by auto-
mobile or street car from the Loop District.

One of the most fascinating of automobile drives is
available along the miles of boulevard which take the
autoist around the string of five lakes lying within the city
proper and through residential districts of great uniqueness
and beauty. By night these boulevards are illuminated
with ornamental lights which rim the lakes.

One tenth of the entire area of the city of approxi-
mately fifty-three square miles is devoted to 110 public
parks with a total of 3,992 acres and valued at $25,000,000.
Minneapolis is one of the noted playgrounds of America.
Minnehaha Falls, the unique cataract immortalized in
Longfellow's "Hiawatha," is included in a beautiful park
of 142 acres. Nearby are the Old Soldiers' Home and Fort
Snelling, built in 1820, the refuge of the pioneers in the
days of Indian warfare, and at present a modern U. S.
Army Post. Attractive walks follow below the Falls to
the Mississippi River; Winchell Trail leading from the
Falls to the Lake Street bridge is based on the courses of
old Indian trails. The Mississippi's most attractive section
is here where it flows through Minneapolis.

Artistic development has resulted from the influence
of an unusual natural environment, and is exemplified and
emphasized by the Minneapolis Institute of Arts.' The
Walker private gallery of rare collections also is available
to the public. The Institute of Arts will interest every
displayman. It is a public museum with a magnificent
collection of paintings and the decorative arts including
household furnishings of the 13th, 14th, 15th and 16th cen-
turies. The Institute also displays in addition attractive
samples of the most beautiful silks produced in America.

Fundamentally underlying all the beauty of this city
is its wealth of production and sound business enterprise.
Incorporated as a city February 28, 1867, Minneapolis, now
just a little more than 50 years old, is one of the great
industrial cities of America and the commercial and finan-
cial metropolis of the American Northwest. It is the head
of navigation on the Mississippi Riverr and the hub of a
web of 29 railroad transportation lines.

I. A. D. M. Convention— July 11, 12, 13 and 14

Catch the

iiblic Eye

With Your Window Displays

You can do this if you study the Koester Method of Display. Used successfully
by nearly 10,000 display men in all parts of the world. Successful in any size
or kind of store, because it gives you correct fundamental principals on which
you build all your future work.

V 1921 CLASSES START JAN. 3

^^y The January classes are but a few weeks off, and it" you are going to enter in time to prepare

>^k yourself for the Spring Opening season, you must act quiclily. If you have been considering a

>^y course of study in Wiindow Display, Advertising and Card Writing, now is the lime to enroll.

lOpi >Oy You will never have a better opportunity to secure a high salaried position than next season.

i-if^*- >^. The Koester School will in 1921 enter on its sixteenth year of an unusually successful career.

^^^^ « Opportunities Practically Unlimited

The Koester S ^^^ An eight weeks' course of intensive training at the Koester School will qualify

314 S Franklin St., ^Cv y*'" ^'^^ ^ good position as Display Manager, Advertising Man and Card Writer.

pj^. ■ ^^y When you enter the Retail Publicity field, your opportunities for future ad-

cnicago >^. vancement are practically unlimited. The margin for growth is wide and the

„, , , „ J ., , ^^. reward well worth your best efforts.

Please send me full details or >^y

'°a wiSdow"Diipiay ^. RESULTS IMMEDIATE AND PERMANENT

n Advertising ^Ok

„r :" X THE KOESTER SCHOOL

Store ^^,^ 314 S. Franklin Street CHICAGO

Town ^^^ -^^ '/'^ Window Display Center of the World

State ^^ Make an Extra ElflFort to Start in the January Classes

I saw it in the December "Merchants Record" — Page 47

To the Ladies of I. A. D. M.

IT IS with a great deal of pleasure we announce
that a committee of three ladies has been
appointed by Convention Chairman B. J. Millward
of Saint Paul, and to be known as the Ladies' Re-
ception and Entertainment Committee, the duties
of which are to see to the good and welfare of the
ladies- of the members of the I. A. D. M. during
their visit to the Twin Cities, commencing July
11th, 1921, and ending when you feel disposed to
leave, as we anticipate your making these also your
vacation cities.

This committee wishes to extend to the ladies
of the I. A. D. M. a hearty and cordial invitation to
visit our fair cities during the convention period
at least.

Now that we women have reached such a high
pinnacle in the political world, let us strive to be of
assistance to the men who have chosen this artistic
and highly educational profession.

It has been mentioned in some past article of
this valued journal. The Merchants Record and
Show Window, the official organ of the display men)
that Minnesota is the bread and butter State of the
universe. As such let us put our shoulders to the
wheel and help our bread winners make this one
of the 'biggest and best conventions in the history
of the organization.

Don't forget the dates —

Saint Paul, July 11-12-13-14. LET'S GO!
THE COMMITTEE:

Mrs. R. B. Meyers, Chairman,
Mrs. B. J. Millward,
Mrs. H. Bartlett.

St. Louis Club Meets

THE St. Louis club of the I. A. D. M. held its
regular monthly dinner and meeting at the
Planters Hotel, Monday evening, November 8.
After the dinner, Mr. Calvin called the meeting to
order. Regular business was attended to, all bills
ordered paid, etc. Then came the big event of the
evening, the nomination of ofificers for the year
1921.

It was decided to run two tickets, one Red and the other
Blue, and the entire club balloted on the nominations. George
W. Foster, display manager for Browning King & Co., re-
ceived the presidential nomination on the Red ticket, and
K. A. Shrader was nominated for the same office on the
Blue ticket. Nominations for the other officers were as
follows:

Vice-President
Red ticket, Wm. Bcllison, with Sonnenfield's.
Blue ticket, Ed. Lamprick, with Kline's.

Secretary
Red ticket, B. A. Rainwater, with Hess-Culbertsons.
Blue ticket, H. H. Tarrasch, with Grand Leader.

The election will be the feature of the December meet-
ing. Mr. Foster named Walter Zcmitzsch as his campaign

manager and Mr. Tarrasca volunteered his services to
handle the campaign for the Blue ticket. An interesting
talk on displaying drugs and toilet articles, followed by a
clever demonstration was given by the display manager of
the Hudnut Drug Co.

The Hallowe'en Dinner Dance, held October 24 at the
American Annex Ball Room, was an unqualified success.
The attendance was good and the entire evening was spent
enjoyably. The next meeting of the St. Louis Club will
be held December 15 and a big attendance and much inter-
est are expected.

I Free Employment Service

THE following lists are published with a view
of offering a new Employment Service to mer-
chants and display men, who are requested to
avail themselves of the benefits of this service which
is to be maintained by Merchants Record and Show
Window in collaboration with the International Asso-
ciation of Display Men.

Display Men Desiring Change of Position.

Expert window decorator and card writer, with eight

years' experience, the last five as display manager for the
largest department store in large Indiana cit)-, desires to
make a change. Can furnish any number of good refer-
ences and will send samples of card writing. Only best
class of positions considered. Address S-30, care of Mer-
chants Record and Show Window, 5707 West Lake St.,
Chicago, 111.

Wide-awake, progressive man with eleven years' ex-
perience in department store work desires position as win-
dow trimmer, card-writer and advertising manager. Thirty
years of age. Salary expected $250 per month. Location
west of Chicago preferred. References and samples of work
furnished on request. Address S-31, care of Merchants
Record and Show Window, 5707 West Lake St., Chicago, 111.

Experienced Display Manager and Card Writer

would like to connect with firm in west or middle west. De-
partment store preferred. Address S-32, care of Merchants
Record and Show Window, 5707 West Lake St.. Chicago, 111.

Display Manager and Card Writer with 18 years'

experience in Department store work would like to locate
in central Pennsylvania. Can furnish the best of references.
Salary $60.00. Address S-33, care of Merchants Record
and Show Window, 5707 West Lake St., Chicago, 111.

Ambitious displa\- man, 31 years of age. married and

one child, wishes to locate with Department Store or Dry
goods house in central or western states. Now employed,
but would like change between January 1st and March 1st.
Will furnish samples of work on request. Only first-class
stores that are looking for permanent display manager con-
sidered. Address S34, care of Merchants Record and
Show Window, 5707 West Lake St., Chicago, 111.

Positions Open

Northern Indiana's greatest and newest Department

Store requires the services of a Display Manager, salary $50
per week. Address R-20, care of Merchants Record and
Show Window, 5707 West Lake St., Chicago, 111.

We are in immediate need of a competent display

man for our Department Store. Will pay $50.00 per week
to start. Applicant must be a fairly good card writer. Posi-
tion in Kansas. Address R-21, care of Merchants Record
AND Show Window, 5707 West Lake St.

Human Interest Grows

When Our Wax Shows

— A Way to Increased Sales

Nothing any
finer in wax has
ever been pro-
duced.

Write for
prices, . illus-
trated booklets,
and full infor-
mation.

No. S07— Head No. Ill
VVe have many other Wax Beauties equally as attractive

J. R. PALMENBERG'S SONS, Inc.

63-65 West 36th Street New York

,liiu>3

CHICAGO
204 W. Jackson Blvd.

BOSTON
26 Kingston St.

BALTIMORE
.108 W. Baltimore St.

1 saw it in the Dceember "Merchants Record" — Page 49

Dayton Association of Displaymen

ON Tuesday, October 5th, the Dayton Associa-
tion of Displaymen held their annual election
of officers. Bert. L. Daily, secretary of the asso-
ciation, was the presiding officer. After all other
business was transacted the election of the officers
took place. Herbert Sauer, display manager of the
National Cash Register Company, was elected
president. Harry H. Cowan, Rike-Kumler Com-
pany, vice president,, George B. Scott, The Metro-
politan Company, secretary, and Ralph Meyer, The
Globe Clothing Co., treasurer. E. L. Powers, The
Home Store, and Benjamin Groban, The Fashion
and Irwins, were appointed to serve on the Pro-
gram and Entertainment Committee. Claude J.

pares and builds displays for 185 NCR Sales Agents in
the United States and Canada. Mr. Sauer is the author
of a book on window displays for NCR Agents. This
book is a help to Agents in all branches of window display
work. It is a loose leaf book and new displays will be
sent out from time to time and added to the original
collection.

Harry Cowan, Vice President, is the creator of some
original and sales producing displays. His work at Rike-
Kumlers stands out among the leaders in the profession.
Mr. Cowan is the owner of some verj' handsome prizes
won in window display contests all over the country. His
skill with the pen is shown in his background designs that
appear in the display articles he writes. Mr. Cowan served
in the Camouflage Corps in the late world war.

George B. Scott, Display Manager, The Metropolitan,
Secretary, is an artist whose work commands attention.
He is the winner of many prizes in the I. A. D. M. com-
petitions and the author of numerous articles on display

Herbert Sauer, President

Harry H. Cowan, Vice-President

R.\LPH Meyer, Treasurer

Gehring, Rike-Kumler Company, and Al Keeve,
Willner Bros. Company, were appointed to direct
the Publicity work of the association.

The association is planning an active program for the
coming year. Demonstrations, talks by merchants, and
others interested in the profession will be the order of
business. Demonstrations will be made by the members.
New drapes, the theory and practice of unit trims, back-
grounds, the use of accessories and furnishings, show win-
dow lighting, show card work, and other subjects vital
to the display profession will be discussed. A talk on fall
and spring openings, and special occasion decorations will
be given, illustrated with diagrams and drawings. The
coming year is going to be of great interest to every dis-
playman in Dayton. The attendance at the meetings has
been very near 100% and there are signs of it being still
better in the future.

The president, Herbert Sauer, has inaugurated some
very successful systems in handling the window display
problems of the National Cash Register Company. Dis-
playing Cash Registers is altogether different from any
other line of display work. Mr. Sauer has created some
forceful window displays for the National Cash Register
Company. The window display department at Dayton pre-

work and show card writing. The Metropolitan front and
windows were designed and installed under the supervi-
sion of Mr. Scott. He believes in the value of simplicity
and is a close student of color values and tone harmony.
Mr. Scott is also treasurer of the Ohio State Association
of Displaymen.

Ralph Meyer, the Globe Display Manager, is a de-
signer of popular priced clothing displays that are well
known in this part of the country. He recently accepted
the position with the Globe and many good displays will
be seen in their show windows.

The Program and Entertainment Committee consists
of E. L. Powers, display manager of the Home Store,
and Benjamin Groban, The Fashion, and Irwins display
manager, both well known and capable artists. Al Keeve,
Willner Bros. Company display manager, and Claude J.
Gehring, who takes care of the show card writing end
of the Rike-Kumler Company display department, serve
as Publicity Directors.

The association aims to establish a closer relationship
with the merchants. The Work as it is planned by the
officers and the committees, with the able assistance of
the members, will accomplish this. President Sauer has
a live bunch of display men to work with and the Dayton
Association will be heard from in the coming year.

MAKING GOOD

our promise to bring
down the cost of your
supplies.

LET'S GO!

Xmas Bulletin

EVERY ARTICLE REDUCED

It cuts like a razor
because it ihas a
razor blade.

LOOK!

RAZCUT RIPPER

Sharpest blade known
to man — blades inter-
changeable.

Cuts mat board like cheese. Great for stencil cutting and beveling.
Always a razor blade edge to cut with. The handiest tool made for
the card writer. Worth its weight in gold — Our Price 45c.

STRONG'S (Improved) CUTTER

A TRIMMING BOARD FOR EVERY NEED

32-Inch
Blade

Regular
Price
$18.00

Adjustable, light and durable. Cuts quick and accurate. Extra high
grade steel cutting blades. A handy cutter for the workroom. Always
ready for use — simply attach to work-bench or table.

32-inch cutting blade, completely equipped, price each $11.50

SHOW
CARD
SNAPS

SfZ£

Complete set of 5 Show Card Brushes — 3,
6, 8, 10, 12— «J 00- '^°^*^ *2.50.

25 sheets of Mat-Boards, seasonable assortment, 28x44 $7.95

100 sheets 8-ply Card-Board, coated two sides 9.95

Carter's Vel-Vet White, % pint, 50c; pint 90

Johnson's Snow- White, % pint, 50c; pint 90

Speed-ball pens (round or square point), set of 5 40

Bub-it-off (rejuvenates old, soiled cards), per box 65

Air-brush Tubing (reinforced) , per ft 09

Payzant Pens, any size, each 90

Window-Trimmer's Pocket Hammer, each 65

READY— NEW 1921 CATALOGUE— SEND FOR FREE COPY.
TERMS: CASH WITH ORDER— NO GOODS SHIPPED C. O. D. WITHOUT DEPOSIT.

SUPPLY DEPARTMENT
^^^ DET-R.OIT inV^^Anr MICH.U.S.A.

"Largest Dealers in the World Catering to the Sign and Show Card Writer Exclusively"
"The Pioneer Supply House"

Established 1899

I saw it in the December "Merchants Record"— Page 5/

Evolution of Display

John H. Graham

AT A meeting of the Spokane, Wash., branch of
the I. A. D. M. held recently in the Spokane
Chamber of Commerce, a demonstration and talk
on the art and history of draping was given by Mr.
John H. Graham, display manager for the Hayes
& Woolley Company of that city. Mr. Graham was,
previous to entering the display and advertising
profession, a designer and cutter of women's attire
in London, England, where ample opportunity was
provided for studying the European side of this
interesting subject. He said, in part:

One notes in the study of earlier forms of dress, that
many discoveries are continually being made, but while
such news as "an indisputable drawing of a glove has been
found in a cave of preglacial era" (which means anything
from 80,000 to 240,000 years) is mighty interesting, for our
present purpose we will commence our studies at the
period following Noah's day, 2,348 B. C.

As is generally conceded, in studying the classic art
of draperies, one must turn first to the land of the lotus —
to the time of which Heredotus, "the father of history,"
wrote — before the Christian era, when Egypt was the
national and social leader of civilization, and Alexandria
fashioned the matchless fabrics of flax to trade with the
remainder of the then known world. And to the con-
quests of Napoleon is credit given for centering the early

attention of Europe upon the wonders of this ancient
country which had descended through the ages.

All this may seem of little moment when we think of
ourselves only as display men, but when we bear in mind
how important is becoming the need for educating the
public to the possibilities of the merchandise displayed;
the manner in which a knowledge of the past can be fre-
quently utilized for everyone's benefit ; and the knowing
what really constitutes "fashions," so that one may inter-
pret correctly the mode in draping, then it is that we
undersand why eastern artists go to so much trouble to
acquire learning.

The tombs of the old princesses of the Nile, temples,
the pyramids, the peacock court of old China, the ruins of
Pompeii and its unearthed Graeco-Roman frescos have
been made to contribute to the purposes of art and design.
Carved hieroglyphics and written records of those long-
past museums, old pictures, historj^'s pages are the funda-
mental sources which furnish a wealth of information to
our present day "creators" or artist designers. Important
for us to know. I would like, gentlemen, for you to look
over a few illustrations which I have with me tonight, and
which cleverly visualize many of the dress ideas of the
women of old.

The soft flowing classical draperies of Egypt and
Greece; dress of early republican Rome and the later me-
pires; the close fitting, long waisted effect of the Mero-
vingian or Moyanage stj'les of the Sth century; the
Aledieval ages, marking the revival of learning and art in

C y. ^o »v^<

Suggestion for a Wah. Board Background by C. J. Nowak

Catalog No. 7 Contains the "Perfect Stroke"
Brushes for Your January Sales!

December is one of the busiest months of the year
for us. Thousands of card writers renew their stock
brushes and supplies BEFORE tackling the January Sale
work. *•

"PerfECf Sfraks Brushes and SuppH

les

never fail to give complete satisfaction. Their use in practically every
city, town and hamlet in the country emphasizes their popularity. "Per-
fect Stroke" brushes will help you improve your work 50% — will help
you to real efficiency. Expertly made, evenly balanced, they require no
"breaking in." Write today for Catalog No. 7 — get the complete story.

Bert L Daily

We wish all
»ur customers
the compli-
ments of the
season.

126-130 E. Third Street
Entire Fourth Floor
DAYTON, OHIO

How to Get the Most Out of
Your Sho'w Window^s

ITTiiil

'7/ie Standard /orSfioio U/mdocas

PLECmtS

One piece, crystal glass (made in our
own modern glass factory) — correctly
designed, and heavily plated with per-
manent silver, Pittsburghs are the most
powerful Reflectors.

For any and every window lighting re-
quirement there is a Pittsbvu-gh Reflector
to give the results that you want. Pitts-
burgh pays you best.

Pittsburgh Reflector ^ Illuminating Co.

Walk down the sidewalk across the street
from your store, glance casually over — are the
show^ windows bright enough to hold your
attention? — brighter than other windows in
your wide range of vision?

Show window lighting is a potent power for
sales — a power that is developed to its fullest
efficiency only by the highest type of Re-
flectors. For it is the Reflector that directs
and concentrates the light.

The best lighted show windows in America

today are Pittsburgh-equipped. And with

Pittsburgh Reflectors you can make your
windows rank with the best.

Let us help you bring more busi-
ness in through your show windows

Chicago Office:

565 W. Washington St.

Third Ave. and Ross St, Pittsburgh, Pa.

San Francisco Office:
75 New Montgomery St.

/ saw it in the December "Merchants Record" — Page 53

Backrgound Design by C. J. Nowak

Italy in the 5th to 15th centuries; the ItaUan Renaissance
and the resurrecting of Roman and Grecian art in the 15th
and 16th centuries; modes of the time of the Louises of the
13th, 14th and ISth centuries; the Tudor; the Elizabethan
or Mary Stuart of 1558-1600, leading to the days of Henry
IV and 1600 and following Stuart conceptions; Watteau,
the painter, and Louis XIV panier or looped skirts of the
17th century; Dolly Varden or Louis XV of 1710-74; the
gorgeous and 'bouffant mode, the polonaise and the
flounces, of Marie Antoinette and Louis XVI of 1780-90,
and of Louis XVII; ' the romantic American colonial
period of 1620-30, with its quaint Puritan capes, flaring
collars and cuffs ; the revolution of '76. These are only a
few of the many influences brought to bear upon modern
dress for women.

Some of the others are the Directoire of the French
Directory years, 1795-1800, with the reversion to the classic
(Grecian) type; the French revolutionary periods of 1789-
1802, 1830 and 1846; the .short waist and somewhat more
practical features of the First and Second Empires of
Napoleon I and III, 1804-52, and of Eugenie, consort of
the first Napoleon, during which time French and English
fashions were much alike; the ruffles of early 19th century;
the early and extreme stages of the crinoline and bustle,
1855-62; the "Grecian bend" and the panniers of the late
'70's; the demure Victorian, particularly of the 80's.

Persia, Assyria, Balkans, Spain and other nations,
kings, queens, poets, painters, religion, peace, war, all exert
influence and are forever being recreated to live their days
over again. But so broad and everlasting is the subject,
this can only hint of its scope. Suffice to say, however.

that the display man who aspires to a higher knowledge of
his calling must for many reasons be able to grasp the
general trend of past endeavors, applying his brains to the
essence of the genius of other ages, left for our heritage.
And now comes a word about materials, accessories and
decorations used in draping today.

For day wear wool, silks, crepes, pongees, ginghams,
organdies, novelties, etc., are all in order — season permit-
ting. For evening wear most careful judgment must be
exercised, both in regard to style theme and extent to
which one wishes to pursue it. Sheer and heavy satins and
silk, plain and ornate; velvets; chiffon velvets; all-over
brocades; metal cloths; silk and metal laces and scarfs;
tulle and silk nets; chiffons; embroideries; soutache; tinsel
ribbons; bands; flouncings; furs; feathers; artificial flowers
in many forms; strings and straps of iridescent beads, etc.;
brooches; jewels and paste; gold, silver, sequin, jet; tassels
and other decoratives are used for the most part.

Close attention must be given to accessories — the
ornaments, headwear, trinkets, gloves, hose, footwear, etc.,
that the complete ensemble may be in perfect harmony.
For instance, that oxfords or soiled pumps are not placed
with evening wear; winter coats with pumps; if petticoats
are used they must not show below skirts. It's often the
little things that make or mar. Be perfect in the little
things.

Ten drapes followed, showing various period tenden-
cies, evening wear, afternoon frocks, suits, street coats and
opera capes, and these former the basis for suggestions
for others.

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Expert II

II draftsmanship and ||

11 tecKnique are marked i|

11 qualities in the de- ||

II sig,n and finisK of a ||

II cMac-eMorris decora- ||

II tion. :-: :-: :-: ||

I i Our prices are rig,ht and 1 1

I I our product is equal to 11

I i anything on the market 1 1

I I today in decorative win- | i
1 1 dow settings and novelty 1 1
1 1 paintings of all kinds. :-: ||

i I Get our designers' ideas in your windows, 1 1

I I WRITE TODAY | |

If TKe Mac-Morris Art Co. 1 1

I i 33 N. Hazel St. ;-: Youn^stown, Ohio 1 1

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Now Is the Time

to make the most attractive display of
infants' dresses, caps and coats. Make
your displays talk by showing your
goods on life size wonderfully beauti-
ful Kestner dolls in 1, 2, 3, and 4-year
sizes in Blond, Tuscan, and Brunettes.
Prices from $15.00 to $40.00 each.
Wire orders. You'll be delighted.

Established 1888

:. lillM! i!''l Il'iii Ilvllb

Phone

Madison Square I

1490

= 1146 Broadway

I at 27th St '']||||F'''"J|'"'|, ,|ll|| ||l||l, II |||||||ir]|||''''llii''*

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ijllll, iDiSPLAY FIXTURE cJoMPANY.NEW YORKJ

JX,J

r-^c;f^

\JSsiarJbrooi

dPei

^eeaJt&n

squarely on the paper — flat^lt works best that
way — Supports the hand — Rests the arm and per-
mits long, sweeping strokes.

You get best results from a single surface coated
board — and an Esterbrook Speed Pen.
Get a sample dozen assorted sizes, $1.00. Watch your
work improve. Note the greater output— and then use

Esterbrook Speed Pens ALL the time

THE ESTERBROOK PEN MFG. CO.

90-100 DELAWARE AVENUE CAMDEN, N. J.

IR.ESTER8ROOK&C0S

Special Cardboard Sale

While 30,000 sheets last, we offer 4-ply,
2-side, colored railroad cardboard at

^*7 €\[\ per Hundred Sheets

^^ M ■ ■■ m SIZE 22x28

t|/ • •\/\/ F. O. B. Chicago

LESS THAN 100 SHEETS 8c PER SHEET

No charge for packing

Make up your order from the following colors in stock:

PEARL PRIMROSE BLUE INDIA
BUFF CORAL ORANGE BLACK
VIOLET GREEN AZURE RED

This is the season for colored cardboard and "the day we
get your order is the day it starts to you."

EXTRA SPECIAL

Regular White Cardboard Size, 22 x 28

Per lOO sheets Per sheet

6-ply, coated one side $7.00, less lots, $0.08

6-ply, coated two sides 7.50, less lots, .0S%

8-ply, coated one side 8.00, less lots, .09

8-ply, coated two sides 8.50, less lots, .09^^

No charge for packing;

WALLBRUNN, KLING & CO.

327 South Clark Street Chicago, Illinois

Please mention Merchants Record and Show
Window when ordering.

1 saw it in the December "Merchants Record" — Page 55

I Who's Who in theProfession |

/. B. Schooler

Davidson Bros. Co., Sioux City, Iowa

WORKING up from the bottom is not always a
speedy performance but it has the advantage
of being a reasonably sure way of reaching the
upper end of the display ladder if a man has natural
ability and is not afraid of hard work. J. B.
Schooler attributes his present position to that
method of progression. He has been in the display
game for eighteen years during which he has
worked hard for every advancement and has spent
much time in the serious study of the methods used
by the big men in window display. Part of his

J. B. Schooler

study has been from first hand observation of big
displaymen at work in their windows and the rest
has been done with the help of every available book
or journal dealing with any phase of mercantile
display.

Mr. Schooler started out as a fixture boy and
helper in the window display department of Sibley,
Lindsay & Curr Co. of Rochester, N. Y. This is a
good store for any youngster to lay the foundation
of his window display education. It is a high class
establishment and the windows are handled in a
systematic and businesslike manner that gets re-
sults. Mr. Schooler remained with Sibley, Lind-
say & Curr Co. until he had mastered the intricacies
of window display sufficiently to start out on his
own hook and left to take charge of the windows of
E. W. Edwards & Son in the same city. He re-
mained with tliis store until he felt the need of a
bigger store and metropolitan training to round out
his exneT-ience.

With that m view, he went to Chicago, where he
secured a berth as assistant to J. E. Tannehill in
the windows of Carson, Pirie, Scott & Co. on State
street. Here Mr. Schooler had an opportunity to
work with one of the cleverest displaymen in
America and one who has always been more than
willing to help his assistants in every way possible.
He further had a chance for the unlimited observa-
tion of the work of all the other State street dis-
playmen. This in itself is a liberal education for a
man who is naturally a student and anxious to
learn.

Mr. Schooler now is display manager for David-
son Bros. Co., Sioux City, Iowa, a position he has
held for a number of years. This is the largest store
in the state and has 500 feet of show windows
which, together with all of the interior display,
keeps the displayman on the jump. Readers of
Merchants Record and Show Window are familiar
with the excellent display work Mr. Schooler is
doing for this big store.

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Personals

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FIRST prize for the best float in the parade during the
Great Northwest Texas District Fair was won by A. B.
Chambers, display manager for the Carter-Houston Dry
Goods Company, Plainview, Texas.

EDD. M. JOHNSTON, formerly with the display depart-
ment of the Bernhart store in Columbus, Ohio, now
occupies a similar position with D. I. Brosseau Companj-,
Chester, Pa. The Brosseau store is outfitter to women and
children.

WGUY WARNER now occupies the position as first
. assistant to Mr. Mack, display manager for Crowley,
Milner & Co., Detroit. Prior to making the change Mr.
Warner had handled the displays of the Detroit City Gas
Co., and was at one time connected with the display depart-
ment of the J. L. Hudson Co. of that city.

HARVEY C. PETTIT, of J. W. Robinson Co., Los
Angeles, Calif., was recently in Chicago, where he
placed an order for new window display equipment. Mr.
Pettit selected a splendid lot of high-class wood display
fixtures in period design that will add much to the attrac-
tiveness of the Robinson A\nndows.

RO. MITCHELL who was formerly with the E. C. Minas
• Company in Hammond, Ind., but who for the past
three years has been located in Colorado Springs, has
assumed charge of the publicity department for the Boston
Store Drj'^ Goods Company of Fort Smith, Ark. Mr.
Mitchell has charge of the window displays, show cards and
advertising, with Lester Vance on the windows, Claude J.
Dry on the multigraph work, and Miss Vera Thompson on
the advertising.

A Practical Christmas Number
For Men

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The Onli-Wa Tie Rack should
be used in every man's room, so
that he can handle his ties and
keep them in better condition.

A Gift at a popular price.

The one shown in cut sells for
$1.00 costs $7.00 dozen. Also
made with three holders to
sell for $1.50, cost $12.00 dozen.

Boxed one in a box — Mahog-
any, Ivory and Natural Finishes.

A fine show card with each
one-half dozen. Order your
supply NOW.

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The Onli-Wa Fixture Co.

Dayton, Ohio

Originators and Manufacturers of Our Fixtures
Watch St. Paul in 1921— Let's Go!

^"a!^^

N<x 44861 — Holly Wreath,
natural prepared, everlasting,
16 inches diameter with red
bow, each, $1.50; per doz,
$12.00.

If this wreath lasts only
twenty years, cost will be So
yer year and not $1.00 each
year, for inferior goods.

No. 44767 — 10- Palm Plant,

natural prepared, everlasting.

With-

Inches Palm With out

High Leaves Pot Pot

44767/4 24 4 $1.10 $0.60

44767/S 30 5 1.25 0.75

H767/7 42 7 2.50 2.00

44767/10 48 10 3.00 2.50

Be ahead of your slow competitor and brighten your
window and Interior with everlasting flowers and
plants.

Our illustrated catalogue in colors. No. 44, will assist
you in selecting. Same is free for the asking.

Frank Netschert

61 Barclay St.,

New York

Case No. 421

There are many good makes of display cases on
the market, but we believe you will be especially
interested in the "Silent Salesman" line, for it in-
corporates features that years have proved val-
uable.

Case No. 421, shown here, is of the all-glass con-
struction. The heavy plates of glass are joined
by a patented cemented method which makes the
joints dust-tight. From top to bottom this case
is truly the work of master craftsmen. May we
send you full description, or the general catalog?

Detroit Show Case Co.

477 Fort St., W. Detroit, Mich.

Also makers af '*Desco " store front
construction

Display Fixtures
DeLuxe

The most beautiful line of
wood display fixtures ever pro-
duced will be shown in our booth
at the National Shoe Retailers
Convention, Milwaukee, January
10, 11, 12, and 13.

This is our new 1921 line, and
we have introduced a number of
new ideas that will please you.
In addition to our exclusive, art-
istic designs, you will find our
workmanship and finish perfect.

If you cannot attend the Mil-
waukee convention, write us
about our new 1921 line.

The Decorative Fixture Co.

1600 S. Jefferson St., Chicago

/ saw it in the December "Merchants Record" — Page 57

I FoT- Our CAdveT-tisen-s |

Free Course in Cardwritin^

Every show card writer and most displaymen will "be
interested in the unusual offer that is being made by the
Nobema Products Corporation of Pleasantville, New York.
This firm manufactures a special line of colors for card
writers, scene painters and others. These colors are war-
ranted by the makers to be equal to or better than any others
on the market. Some of the claims made for Nobema
Colors are as follows : They are made from pigments and
are not aniline dyes like some so-called show card inks.
They do not dry quickly in the bottle when left open ; will
not fade.

Nobema Colors are made by a special process which
renders them especially desirable for show card writing,
making stencil designs, painting background designs and for
general art work. They are made in a dozen or more
colors, including black, white and gold. All of them may
be used with equal facility with pen, brush or air brush,
and all of them are guaranteed to give perfect satisfaction.

In order to place Nobema Colors before card writers
and display men a complete correspondence course in show
card writing is offered free with an assortment of colors.
The show card course consists of thirty-two lessons that
have been prepared by one of the best known card writers
in the country. This is not merely a collection of show
cards but a real course of instruction.

The assortment of Nobema Colors and correspondence
course in card writing are being sent out with the guarantee
that if both are not entirely as represented and satisfactory
in all respects, the money will be refunded without argument.

D. R. Mowerson Joins Barlow-Kimnet Co.

There are few men better or more widely known to the
displaymen of this country than D. R. Mowerson. His long
service in the Display Equipment business has made him
familiar not only with the intricacies of production, but with
the needs of the displayman and the retail merchant Many
a displayman can recall the cordial co-operation and helpful-
ness which Mr Mowerson has given him. His broad experi-
ence and knowledge of the business places him in the front
rank among Display Equipment men. In taking up his new
position he will be salesmanager.

Mr. Mowerson was for a great many years connected
with a leading firm in the fixture industry. In going over
to the Barlow-Kimnet Co., and joining forces with them, Mr.
Mowerson feels that he will find a still broader field of use-
fulness in the selling of high class Display Equipment. He
will take up his new duties beginning December 1st, with the
Barlow-Kimnet Co. The most cordial good wishes of his
host of friends will accompany him.

Mr. Monahan in California

F. J. Monahan, who is connected with the sales force of
L. Baumann & Co., is in California on a visit of combined
business and pleasure. Mr. Monahan has a wide circle of
friends among displaymen, and will have an opportunity of
calling upon many of his western acquaintances during the
next few weeks, which will be spent in touring California.

Handsome Permanent Backgrounds

The permanent background of hardwood for the show
window is now regarded as a matter of course by prac-
tically every merchant and displayman. A few years ago
such an installation was looked upon as too expensive by
the smaller retailers, but time and experience have shown
that a handsome, permanent background is an excellent in-
vestment that soon pays for itself. This is particularly true
in lines such as men's or women's ready-to-wear, furnish-
ings, shoes, etc. Such a background is a window setting in
itself and the merchandise shown in front of it are materially
enhanced.

During the past year a great number of stores in the
outlying shopping districts of Chicago have had their win-
dows fitted with high-class backgrounds. Recently the Cicero
Hub, 5625 West Twenty-second street, and The Vogue, 2657
West Division street, Chicago, have had installed unusually
handsome backgrounds in a somewhat similar design. Both
of them are constructed of gumwood, finished in imitation
of walnut. This wood, while comparatively inexpensive,
takes a walnut finish so well that it is impossible for any
but an expert to tell the difference. The effect is remarkably
pleasing.

The backgrounds for both of these stores were designed
and built by the Decorators Supply Co. in the Adam style.
This firm also furnished modern wood display fixtures for
the two stores mentioned. The Decorators Supply Co. has
a highly specialized department for the building of back-
grounds. Designers of exceptional ability prepare the plans
which are carried out by a capable force of cabinet makers
and wood workers, using the most modern machinery. This
insures not only pleasing designs but the most accurate
workmanship and perfect finish. Catalog "W," recently
issued by this firm, shows a number of attractive designs in
permanent backgrounds as well as a great variety of display
fixtures adapted to the proper showing of all classes of mer-
chandise. This interesting catalog will be sent upon receipt
of request. The address is Archer avenue and Leo street,
Chicago.

New Ideas for the Show Window

M. F. Hecht, of the Hecht Fixture Company, Chicago,
is in New York for the purpose of buying new novelties in
materials and trimmings for the window rug, drapery and
valance departments. This feature of the business has grown
to such proportions that this firm is justified in going after
the best things in the market for the purpose of pleasing
a most fastidious trade on this class of products. While
in the east Mr. Hecht will make his headquarters at the
New York show room at 65-67 East Twelfth street.

• One Year Old

The Modern Artificial Flower Co., 840 North Ave-
nue, Chicago, recently celebrated its first anniversary.
The members of the firm are highly gratified with the re-
sults of their first year's business which has far exceeded
all expectations. A most satisfactory business was han-
dled last year and there is every present indication that
1921 will prove equally satisfactory.

This firm entered the artificial flower field under un-
usually favorable circumstances as all of the members of
the organization are thoroughly experienced in this line.
A. J. Abrams and Harry Green are practical flowermen
and have a wide circle of friends and acquaintances among
displaymen having spent years with other well known
flower houses prior to entering the game on their own ac-
count. Arthur Caplett, the production member of the
firm is an expert factory man and is thoroughly versed

The Sensation of State Street!

Illuminated Parchment Screens

1 Originated and Executed by

THE CRAFTSMAN SHOPS

Order for Spring now, or write for detail information relative to this beautiful
and dignified innovation in window display.

THE CRAFTSMAN SHOPS 113-117 Wisconsin Street, Milwaukee, Wis.

Designers and
maniSacturers of
exclusive store
and window fur-
nishings.

A Strong Color Scheme
for White Sale Displays

Liven up yoi;r January windows with a
snappy color scheme that will catch the
eye. Our

Beach Cloth

will help you. It is a striking art
drapery fabric in fine color combina-
tions. Checks or wide stripes in green,
blue, brown or black combined with
natural. Border of this ad is about one-
third size.

We carry a big line of

Art Fabrics of All Kinds

Send for samples.

ELMS & SELLON

906 Broadway New York

Show Card Writers know what is required for mak-
ing attractive signs, cards, price tickets, etc., and*
that is why most of them use

.OPAQUE FLAT FINISH

s'*^^ fOH USE WITH BRUSH OH^ ^

'S'^iuCl^

DEVOE

Show Card

Col

ors

Brushes

and other
materials

Actual size of 2-oz. jar

Send for Color Cards and other information
Ask dealers for Devoe goods, or

DEVOE & RAYNOLDS CO., INC.

New York
Buffalo

Chicago
Denver

Kansas City
Minneapolis

New Orleans
Cincinnati

You can do better work with a PAASCHE

'li

Every displa3mian
needs a PAASCHE
Model "D" Air Brush

This simple and highly efficient tool is a practical
necessity in display man's equipment. It enables
him to get better results at a greater saving o0
time and eifort.

The famous "3-in-l" is easy to use and keep
clean. Thousands of them are in daily use by
leading display men and showcard writers.

Send for opr latest catalog — it is full of clever
ideas that you can use.

1229 Washington Blvd.
CHICAGO

Beautiful effects are easy with a PAASCHE.

/ s(^w it 11 ^he December "Meichants Record" — Page S9

The New Edition of

This Book Is Ready to Ship

The entire stock of "The Koester School Book of Draping"
was destroyed by fire early in the year. This necessitated print-
ing an entirely new edition. This enabled us to bring the book
strictly up to date with all the very latest drapes.

Draping Is the Most Important Branch of
Window Trimming

and to be expert in draping, it is necessary to make a study ot it all the
time, in order to keep in touch with changing styles, fabrics, etc.

This book is in reality a History of Draping and will bring to you prac-
tically all draping information known up to the present time.

This book was made possible by combining all the cuts and articles on
draping that have appeared in the Merchants' Record and Show Window,
the Window Trimming Monthly of the Dry Goods Reporter, the book "The
Koester System of Draping," and all the new drapes made by the Koester
School since the publication of the above-mentioned book.

Over 500 pages, printed on finest calendered stock, with over 1,000 illus-
trations, bound in handsome de luxe cloth.

Sent postpaid for $4.00.

The Merchants Record Co.

5707 W. Lake St., Chicago

in every detail of designing and manufacturing. This
makes an excellent combination which is well qualified to
cater to the needs of displaymen.

A new catalog in full color is now in the hands of
the printer and will be ready for mailing about January
15. This will be one of the most interesting artificial
flower catalogs ever published and it is suggested that
display men write for it now to insure receiving a copy
as soon as it is printed.

Notable Decorations

The Craftsman Shops of Milwaukee has been install-
ing some notable window decorations for the Christmas
season. One scries of windows built by this firm has at-
tracted particular attention as an exceptionally beautiful
and appropriate treatment of a holiday front, is that' of
the Hub clothing store on State street, Chicago.

The Hub windows, of which there are a number are
a modified Gothic in design and the artist who designed
them has secured a wonderfully satisfactory combination
of pure architectural lines and translucent paintings on
parchment showing conventional treatment of holly and
poinsettias. The setting is strikingly original in its treat-
ment and carried out in perfect harmony. These back-
grounds may be said to set a new style in window dec-
oration.

This firm is winning an enviable reputation for the
originality and exceptional merit of its work which dur-
ing the past few months has attracted much notice among
discriminating displaymen and merchants. This applies
not only to decorations but to fixtures and window and
store equipment of various kinds. Connected with the

firm are a number of artists of training and ability who
have made a special study of the requirements and pos-
sibilities of the application of the highest principles of
decoration to the store window and interior.

The Craftsman Shops are now showing original con-
ceptions in backgrounds, window and store fixtures,
draperies, floor coverings, etc. While much of the output
of this house is in the form of original designs, built to
order, many articles are carried in stock and can be sup-
plied without delay. Sketches or photographs are sub-
mitted to interested parties and it is suggested that those
looking for window decorations or equipment of an un-
usual character, get in touch with this house without de-
\ay. The address is the Craftsman Shops, 113-117 Wis-
consin street, Milwaukee, Wis.

A Correction

IN the November issue of this journal there appeared on
page 32 an attractive shirt display which, through an
error, was credited to a firm in Daj^on, Ohio. The window
in question was that of the O'Brien-Jobst Company ,of
Peoria, 111., and the display was designed and installed by
W. J. Randolph, displa}' manager for that firm. As the
unusually clever display work of Mr. Randolph is quite
familiar to our readers it is unlikely that many were de-
ceived by this error.

SHOW CARDS and price tickets will be in un-
usual demand during the next few weeks.
Prices will be an important factor in retailing and
the card writer will be called upon to speed up to
the limit.

$100,000.00 WASTED

Last year by display men on ruined shirts
and laundry costs. How much did it cost
you?

The use of shirts on clothing display forms
is no longer necessary; the HATCH METAL
NECKBAND and a small piece of material,
12x18, gives you the same effect in less time
at a saving that can hardly be estimated.

$12
per
doz.

$135
per
grs.

The selling appeal of many a well displayed
suit is lost when shown over a faded, soiled
or cheap appearing shirt; use the best ma-
terials in small pieces, at a cost of a few
cents.

Neckband Adjustable to All Size Collars
and Forms

Hatch Metal Neckband Co.

Detroit, Mich. 275 Jefferson Ave., East

Single band sent as sample if desired.

Improve Your Windows

Bigger Sales — Better Prices
More Profit

come naturally with

BETTER WINDOW DISPLAYS

Send for our Fixture Catalog. Ifs free to Merchants

Artistic Wood Turning Works

Formerly Polay Fixture Service

515 N. Halsted St., Chicago.

KicHLER Valances

Have a distinction and individuality of
their own. They are designed to satisfy
the demands of particular merchants and
display men.

If you are looking for exclusiveness, novelty
and beauty combined with moderate price, you
will find it in any Kichler Valance you may se-
lect.

If you know the kind of design you want, send
us a sketch and we will reproduce your ideas
accurately.

If you are uncertain as to a suitable design,
we will be pleased to submit colored drawings
based upon any suggestions you may make.

You will be particularly pleased with our
treatment of monograms and trade-marks.

Send for our catalog

The L. A. Kichler Co.

717 Lakeside Ave. N.W. Cleveland, O.

ANUARY
SALES

windows will
bring you bet-
ter results if
you brighten
them up with
Mutual Flowers. We have a fine
line of original designs adapted
to white sale displays. They are
inexpensive but effective.

If you are going to put on a
Palm Beach exhibit, we have a
wonderful line of high class dec-
orations suitable for your win-
dows and interior.

Write for Our Catalog

Mutual Flower Company

82 West Third St.

NEW YORK

/ saiv it in the December "Merchants Record" — Page 6i

Madeco Maid VALANCES, Panels

Plushes, Drape Shades give your Store Windows a finished look!
Stock Patterns and Individual Designs

At leading Dept. Stores, or write for name of
nearest Dealer, and Catalog.

NATIONAL DECORATIVE CO.

510 Federal Street Camden, N. J.

MAKE YOUR OWN SHOW CARDS

and display signs. Attractive and strik-
ing signs are silent salesmen. They
work all the time without pay. Get our
easy and complete method of Show
Card and Sign Writing. Anyone can
use it. FREE if you buy our special as-
sortment of Nobema Ready to Use
Colors. Write for particulars.

NOBEMA PRODUCTS CORPORATION

Box 356 Pleasantville, N. Y.

These Outfits are a Great Investment

These outfits will greatly reduce the cost of maintaining y-iur
wax figures and flesh enameled display forms.

USED BY LEADING STORES IN EVERY
STATE

With This Outfit— You Can Clean
and Retouch Your OwnWaxFigures

Producing the same high class (oil
finish) as executed at the factory. COM-
PLETE OUTFIT includei prepared ma-
terials to clean and retouch 100 figures.
Full formula. Tools. Instructions.
Price for complete outfit fS.OO

TTSE NUENAMEL to clean and reflnlshlrour
Y enamel forms the right way. With this com-
plete outfit you can clean and reBnlBh your flesh
enamel forms, producins the sama dull finUb as
when first purchased.

SATISFACTION GUARANTEED OB YOUR

MONBY BAOK
No. 1 outfit will clean and refinlBh 100 forms. Jl. 76
No. 2 outfit will clean and refinish 200 forms. 2. 50
No. 8 outfit will clean and refinlsh 300 forms. 3. 60
No. 4 outfit win clean and refinlsh 600 forms. 6. 00
NUENAMEL Is made expressly to clean and
refinlsh flesh enamel forms. No other prepara-
tion will produce the snme dull flesh finish.

IT DOESN'T MATTER HOW BADLY YOUR FLESH
ENAMEL FORMS CRACK. CHIP. OR PEEL OFF

The; can be easll; repaired with FLESH ENAHSL
(.EMENT &od used again for dlacla;. FLESH ENAMEL
CEMENT l5 easy to apply and dries bard to match the
enamel surface. Fully Guaranteed.
Full Instructions bow to use with each outfit.

Prlos il.U

Price 1.78

Price 2.80

Price 3.00

In large quantities, age will not

8 ounces net weight.
16 ounces net weight.
32 ounces net weight.
48 ounces net weight.

It pays to purcbaBe
aCTect materials.

Eyelashes for wax figures. Correctly shaped. Keady to
fit lo place. 50c set, 6 sets $2.60, 11 seU. $4.80. FuU
directions with each set Same as used by leading flfurs
manufacturers.

New Cataloffne Pre*

Harris burg Wax Figure Renovating Co.

335 Crescent Street, Ilarrisburg, Pa.

D I E T Z

Distinctive
Decorations

Our line of exclusive decorations for Palm Beach
exhibits is wonderfully complete, and we are pre-
paring for the coming spring season a splendid line
of new specialties that is the best we have ever
shown.

We will be glad to have a repre-
sentative call upon vou. Write us.

E. C. DIETZ

219.E. 34th street New York

More Talks by the Old Storekeeper

New Book by Frank Farrington

256 PAGES

i%x.7 in.

These new talks are better than the first set and more
valuable to the merchant. This book ts n orth a hundred
dollars to any merchant who Is looking for ways to
develop his business.

SYNOPSIS OF CONTE3NTS

Tho$« Mall Order Houses
SoRiethlns About Clerks
How Relail Advertising Ps)rs
Ttie Clottiei You Wear
Handling ttie Money
Spsclal Newspaper Adndlsing
Delivering ttie Goods
The Deiler's Best Help

TIte Traveling Man
A New Competitor Opens
A Customer's Point of Vlra
How to Have Good Clerlu
Getting tlie Business B«ll
Using tlis Windows
Developing tlie High Cltss Trad*
Sell-Selllni Goods

21 FuU Page lUnstratlons. Boand in Cloth

Price, postpaid only $1 00. Your money back if

you want it.

MERCHANTS RECORD & SHOW WINDOW
431 So. Deart>orn St. CHICAGO

/ saw it ill the December "Merchants Record" — Page 6!

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Want, For Sale, Etc. | | ^Jndex HTo .CAdvertiser-s

All Notices under this Department, $1.50 each insertion
of 40 words or less, and 30 cents for each additional
10 words.

aiiiiiiiiiiiiiriiiiiiiiiiitiiiiiiHiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiriiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiuiiii-

American Lithograph Co 64

Art Window Shade Co 64

Artistic Wood Turning Works 61

When ordering ELCO BUTT'ERFLIES for spring display, be sure
to call for "Bird-Wings." Largest butterflies in the world, 6 to 12
inches. Black, with brilliant blue and greens. S. C. Carpenter, 62
South Whitney St., Hartford, Conn.

WESTERN POSITIONS open for window trimmers and card
writers, also salesmen experienced in mercantile lines, attractive sal-
aries. Write Business Men's Clearing House, Denver, Colo.

DISPLAY MANAGERS! Glass Fruit—Something New! Like
the real Fruit. Grapes, Peaches, Apples, Crabapples, Apricots, Plums,
Cherries, any color, $S.€0 for fine line of samples. Baskets, Dining
Room Fruit Frames, Plaques, Electric Fruit Baskets made to ordei
Fine for decoration. Agents make big money. Send for Wholesale
Price List. A. W. Ayers Glass Fruit Works, Box 1324, Wichita Falls,
Texas.

WANTED — By one of the largest Men's and Women's Ready-to-
Wear Stores in Alabama, a high class, experienced window trimmer
and card writer. Prefer one experienced in Advertising. In making
application, state experience, names of former employers, and salary
expected. Also furnish photographs of some of your windows and
copies of your advertising in case you do advertising work. Box 86,
care of MERCHANTS RECORD AND SHOW WINDOW, 5707 W.
Lake St., Chicago, 111.

WANTED — -A window decorator and card writer; one with the
knowledge of advertising. Must come well recommended. State ex-
perience and salary expected. Position open January the 1st. CEN-
TRAL HARDWARE COMPANY, INC., Alexandria, Louisiana.

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I Air Brush Stencil Designs

5 11x14 cut stencils with sketch of each, $5.00

Can be used on different size cards.

Our Air Brush Colors won't clog the brush.

Let us send you circular of designs.

|L. O. BUTCHER & BRO.^'^cmcA^o. m^."

BBiinniiniimiiimiiniiiiiiimiiMiiiiiiimiiniiirimmiininiminiimuninmnmnmnnmmiiniimriimriiiirimrimirfiiiiniianiBmi^

FOR WINDOWS AND BACKGROUNDS

Use Silk Plashes. Velours, Felts, Cretonnes
Tapestries and Snnlast Draperies
Write lor Samples and Prices

F. A. RAUCH & CO.

410 Soam Market Street, CHICAGO. ILLINOIS

E. J. BOYLE
& BROS.

Manufacturer
and Jobber

Show Window Fixtures

Back Grounds

Artificial Flowers

Card Writers' Supplies

29 W. IXaryland St.
ZNorajrAPorxs

Barlow-Kimnet Co Inside Front Cover

Baumann, L., & Company 11

Bodine-Spanjer Co 9

Book of Draping 60

Botanical Decorating Co Inside Back Cover

Boyle, E. J., & Bro 65

Butcher, L. O., & Bro 63

Compo-Board Company 2

Contents, Editorial 1

Craftsman Shops, The 39

Curtis-Leger Fixture Company Back Cover

Daily, Bert L S3

Decorative Fixture Co 57

Decorators Supply Co 5

Detroit School of Lettering 51

Inc.

Detroit Show Case Co
DeVoe & Raynolds Co.,

Dietz, E. C

Display Manager's Hand Book of Decorations.

6, 7

Doty & Scrimgeour Sales Co 62

Elms & Sellon 59

Esterbrook Pen Manufacturing Company 55

FeMraan, L. A., Fixture Co 11

Frankel Display Fixture Co 55

Harrisburg Wax Figure Renovating Co 62

Hatch Metal Neckband Co 61

Hunt-Crawford Co 9

Imans, Pierre

Kawneer Mfg. Co 3

Kichler, L. A., Co 61

Koester School, The 47

Lyons, Hugh & Co 2

Mac-Morris Art Co S5

Melzer, S. M., Co 64

Modern Artificial Flower Co 8

Modern Art Studios 8

Mutual Flower Co 61

National Decorative Co., Inc 62

Netschert, Frank 57

Newcomb, E. R 64

Nobema Co 62

Onken, Oscar, Co 64

Onli-Wa Fixture Co 57

Paasche Air Brush Co 59

Palmenberg's, J. R., Sons, Inc 49

Pittsburgh Reflector and Illuminating Co 53

Ranch, F. A., Co.

Scback Artificial Flower Co 4

Show Window Backgrounds 10

Successful Retail Advertising 10

Timberlake, J. B., & Sons 64

Walbrunn, Kling & Co 55

Wants, For Sale, etc 63

Welch-Wilmarth Companies 12

Window Decorative Works 64

Woodruff, D. W., & Co 64

1 saw it in the December "Merchants Record" — Page 6j

HARDWOOD FLOORS

For Your Show Windows

Any carpenter can lay these floors
perfectly at a small cost.

Leading stores throughout the coun-
try have installed our beautiful hard-
wood floors. Send for our handsomely
colored catalog.

E. R. NEWCOMB

Telephone Harrison 7303

730 S. Wabash Ave. Chicago

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BETTER DISPLAY FIXTURES

MANUFACTURED BY

D. W. WOODRUFF AND COMPANY

Perfect

Equipment
Perfect

Service

Send for Folder

860 Howard St.,
San Francisco, Cal.

Ill II Ill iiiiiiiiiiiiiiiiniiiiiiimiiiiiimiiimiiimmiiiiiiiimiiimini

S. M. MELZER CO.

Manufacturers of

Display ^^^"OUR^

Fixtures ,„^*nBUSINESS IS T^

INCREASE YOUR.®
lUSlNES^

Show

Forms

Wax

Figures

Brass
Railings

915 Filbert Street

Philadelphia, Pa.

•^Bg

ELECTRIC
WELDED

tJL 'iHiliiiilillii.

Best and

Cheapest

Price

Card, Stands,

Easels, Etc.

"Jaxon" Doll Stands
Adjustable 6 Sizes

No. 690

J. B. Timberlake & Sons, Mfrs.

JACKSON, MICH.

QNYjf,

A new, original
and effective paper
for artistic win-
dow decoration.

Use it in Your Show Windows

A perfect reproduction of the genuine stone, our onyx
paper la without doubt the most appropriate covering
for window backgrounds and floors, panels, columns,
dividers, pedestals, draping stands, scenic frames,
units, flower boxes and other surfaces.
We also have a new paper that reproduces Circassian
Walnut perfectly.

In stock in convenient size In many beautiful colore
and patterns. Write for ...__._.„ .,-.,,«^>».™„« «#,

samples. AMERICAN LITHOGRAPHIC Ca

Now being used with l»ni ST. & 4th AVE. NEW YORK
splendid results by lead-
ing display men through- ^^^^^^^^^^^^^^^^^^^^
out the country.

£MIIII

Creators of the Newest Ideas in

liiiil'i:

I Valances and Panels |

I French Drape Valance a Specialty |

3 Write today for our new catalogue and prices S

I THE WINDOW DECORATIVE WORKS |

E 1250 W. Fourth Street, CLEVELAND, OHIO 5

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinl^

Make Your Show Windows Pay Your Rent

Our Line of
Period
Display
Fixtures
Will Help
You Make
Effective
Window

Displays

Many Sales Are Made on the Sidewalk
New Catalogue No. 93 on Request

The Oscar Onken Co. lo^J^M! cmcinnatu^ohio.

^nniuiuiiiiiuiuuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiininiiuiuiiiuiuuiiuuiiiiiiiiiiiuiuiiiiiiiiiiiiittiniiDiK

I Valances and Shades

I To Your Order for Your Fall Windows

i We are specialists in French Puffed Shades and can

I offer exceptional values in this line. Send for our new

= catalog.

I ART WINDOW SHADE CO.

i 2838 Broadway CHICAGO

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/ saw it in the December "Merchaiils Record' — Page 64

QTo {lie Display men of the United
States and Canada:

We wish to you all a very Merry Christinas and
a New Year that will bring, to you and yours g,ood
cheer and abounding prosperity.

^o the International Association
of Display Men:

With the beginning, of another year of oppor-
tunity, we wish to congratulate you upon the big
things you have done in the year that is closing.

With our appreciation of what you have done in
the past, we tender to you our best wishes for the
success of your work in the New Year that is
coming.

To ^. J. Millward, H. E. Bartlett, R. B. Meyers,
W. H. Hinks, W. E. Curtis, Committeemen of the
I. A. D. M. in the Twin Cities, and those who
are helping them, we wish unbounded success in
the efforts they are exerting, to make the St. Paul
Convention the greatest meeting in the history of
the Association.

The Botanical Decorating, Co.

Manufacturers and Importers of Super-Artificial Flowers and
Decorations. Designers and Builders of Super-Window Furniture

208 West Adams Street - - - CHICAGO

Winter Display Equipment

COLLARETTE FORM NO. 12

An enameled papier mache
collarette form mounted on a
LOUIS XVI period wood base
with wide shoulders and a
long rounded front.

Can be furnished with jer-
sey or velveteen. Mounted on
metal or any style wood base.

\- '

^o''^ '■•

\'~--

\ •■.;•••

TRUE TO LIFE

Our steadfast ambition in making wax
heads and forms has been to make our
product an exact reproduction of the orig-
inal Hve model. No pains or expenses have
been spared in order to realize this ambi-
tion. That we have succeeded is conclu-
sively proved by the growing demand and
popularity of our wax products.

The wax used is of a secret combination
that is the result of years of experimenta-
tions and trials. We now have a wax that
is absolutely the best on the market; it can
stand great ranges of heat and cold, does
not crack or open up, does not hold heat
and will not droop or sag.

COLLARETTE FORM NO. 10 .

An enameled papier
mache collarette form with
wide shoulders and a long,
narrow front. Especially
good for displaying laces,
collars, fichus, etc.

Can also he furnished with j
jersey or velveteen and
mounted on metal or any
style wood base.

*'Make Your Windows a Temptation'*

Curtis-Leger F ixture Co.

Est. 1869

237 W. Jackson Blvd., Chicago, III.

-4.

t'??'

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